Finding Sales Talent
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ToddCohen.com Sales Community,
Finding great sales talent is always a challenge for companies. Its hard to find the best!
Sourcing and attracting sales talent takes time, skill and the right focus and perspective. I have asked John Smith, Vice President and Partner from Kellen James in Phoenix , Arizona to comment on this for our Sales Community!
I think you will enjoy Johns comments and thought.
Good Selling!
-Todd
Published by Todd Cohen on April 24th, 2008 | Filed under Community of Sales Professionals, Sales Candidates Hiring Models, Sales Coaching | Comment now »
10 Digits Away!
Hello ToddCohen.com Sales Community!
Email is everywhere. It rules our lives, or so it feels at times! I for one am sick of it. I like my voice-more importantly I like hearing other peoples voices! Great sales cultures depend and thrive on effective and consistent (”obsessive”) communication.
Communication is the lifeblood of an organization. When you, as a sales leader have an opportunity to talk or email with someone, what do you choose? Why did you choose that manner of communication? I realize that there are some things that need to be documented, but not everything needs to be in email. I have seen and experienced the vast improvement in communication and effectiveness when the choice is made to pick up the phone, dial those 10 digits and (gasp!) talk to someone.
When someone hears your passion and interest in what they have to talk about, they become motivated and encouraged that you care and are involved as a sales leader! This idea of that everyone is just “10 digits away” becomes more important now that the competition to close business is getting more fierce. . You, as a sales leader, are especially accountable now to communicate better and more effectively with your peers and clients. I encourage each of you to think the next time you are emailing-is it easier to email or to pick up the phone and communicate live?
Good Selling and Good Dialing!
-Todd
Published by Todd Cohen on April 24th, 2008 | Filed under Networking, Sales Communication, Community of Sales Professionals, Sales Coaching | 1 Comment »
Coaching vs. Telling
Hello ToddCohen.com Sales Community,
Are you in a position to be a coach to someone? The answer is “YES”! It does not matter if you are a sales manager or an individual contributor. You can always find an opportunity to coach and offer counsel to other sales professionals in your real and virtual world. I am asked many times about the best way to coach someone?
The first thing that comes to mind is to know the difference between coaching and telling them something. The difference is in delivery and how you “set up” the coaching session. Always begin a coaching session– or as I like to call them “coaching moments” –by asking if you may coach them at that time? If you try and lend some coaching when someone is not ready to listen, then you are just telling them something-and it will not be received in the same way!
Coaching is a two- way conversation and telling is more directive. Start your coaching sessions the right way and you will see a better result!
Good Selling and Great Coaching!
-Todd
Published by Todd Cohen on April 8th, 2008 | Filed under Community of Sales Professionals, Sales Coaching | Comment now »
Prospecting for Quality Business
Dear ToddCohen.com Sales Community,
Are you prospecting and creating quality business? In other words, are you bringing business to the able that is profitable, actionable and is a win-win for both parties? Let me suggest that as we go forth and prospect and develop business, always ask yourself, “Is this good business?” Does it make business make sense? Can my company deliver it and make a profit? Will it stand out as business that the company can act on and deliver? These are all good questions that great sales professionals constantly challenge themselves with.
It is true that we can get caught between bringing any business to the table and knowing when to bring forth the right business. The pressure to make numbers is intense. Use that focus and energy you bring as sales professionals to making sure that you are surfacing the best business you can.
In the end, your client will be the winner!
Good Selling!
-Todd
Published by Todd Cohen on April 8th, 2008 | Filed under Community of Sales Professionals, Sales Leadership, Sales Training, Sales Excellence, Sales Coaching | Comment now »
Sales Culture Part TWO!
Dear ToddCohen.com Sales Community,
As many of you know, my work and passion is very much about helping companies build successful sales culture. I have been doing some formal and informal research the last few months and have been asking the question” What does sales culture mean to you”? Here are some more answers:
“Sales culture is the sum total of all the informal behavioral interaction between people, within the organization and between the staff and customers. It starts at the top and pervades all levels of the organization. These behaviors will tend to fall into one of these behavioral categories: rigid, coherent or diffuse. Coherent behaviors are the ones that engage people – staff as well as customers – and result, in the end, in growth in the bottom line, so those are the ones you want to identify and encourage if you want a great sales culture. To date, the only tool for measuring coherence is Role-Based Assessment™.” CEO
So, what do you think?
Good Selling!
-Todd
Published by Todd Cohen on April 8th, 2008 | Filed under Community of Sales Professionals, Sales Leadership, Sales Community, Sales Excellence, Sales Coaching | Comment now »
I am Back!
Dear Todd Cohen Sales Community...
Hello! I am back and ready to blog! Thanks to all of you in the ToddCohen.com Sales Community who were sending me emails and calling to see where I was! In short, I learned the hard way that moving and keeping up with your blogging is not easy!
Some updates:
*The new ToddCohen.com is about a month away and I am sure you will like it! Many of you have offered great insight and thoughtful suggestions I thank you! Please keep the ideas coming.
*I am holding off on my next newsletter until the new ToddCohen.com is ready. Stay tuned.
*I am busy writing my next white paper titled ” Creating Great Sales Cultures”. I am sure you will enjoy it and if you are a sales professional who owns the fun job of creating a sales team, you will want to read this paper.
Keep reading the new blogs and continue to let me and your fellow ToddCohen.com sales community members hear from you. You keep this alive.
Talk to you soon!
Good Selling!
-Todd
Published by Todd Cohen on April 8th, 2008 | Filed under Community of Sales Professionals, Sales Leadership, Sales Community, Sales Excellence, Sales Coaching | Comment now »
Quality vs. Quantity
Dear Sales Community,
Which do you think is better? Quantity of sales calls or the quality of sales calls? As one who was raised (in sales) in a time when we were strictly measured against metrics, one might say that making many calls is the most important thing. Make as many calls as you can and you will be successful. I do agree that activity is critical and a key party of being a successful sales professional! In fact, in the world of sales management this is still very important-making sure that your team is keeping activity high. That has not changed.
However, times have changed in some ways. In many cases, what we sell has gotten more complex and more challenging. We have to work harder to get to the right person and it takes time and patience to build the right relationship and advance a complex sales campaign. This in and of itself means much more than making many calls. It means making the right calls. It means making calls that are of high quality to the right people; that we resonate with our clients and prospects and we come away with concrete action items. In this case, it is not just about making many calls, it is about using our time and our clients time wisely.
Please do not stop making calls and keeping the activity high. This is still the lifeblood of a sales professional! Please do think about the quality of the calls and how much making the right calls will accelerate the sales cycle.
As always, let me know what you think.
Good Selling!
-Todd
