Sales 2.0 Conference

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Sales 2.0 Conference
Success in Real Time
May 5-6 2014
San Francisco Four Seasons Hotel

We are pleased to invite the customers and friends of Flannery Sales Systems to join us as our guests at the Selling Power Sales 2.0 Conference May 5 and 6 at the beautiful Four Seasons Hotel. There is no other event offered that provides the vast array of information for Executive Leaders, Sales Managers, Salespeople, or anyone in an organization responsible for a customer facing role.  Respond to John by May 1 to receive your free Guest pass code, a $895.00 value. There will be no shortage of great ideas to take back to your office to begin creating additional value for your teams and customers.  Guest passes are available on a limited basis, first come first served.

We hope to hear from you soon.

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Stay focused on the Prize in Q2: 5 habits of successful sales teams

Wouldn’t it be nice if success was simple?

There is no one-size-fits-all for success in work or life. But, there are great ways to help bring success to you and your team, like forming habits. Imagine if your sales team got into certain habits like using LinkedIn as a social selling tool to facilitate reaching their weekly and monthly quota. According to GetResponse, top sellers use LinkedIn on average of six hours a week, sending the most emails between 8am and 3pm. Let members of your sales team find what works for them, but in the meantime, here are five habit guidelines that could lead to success.

1.   Have a mission

The more thorough and detailed your plan, the faster and easier it will be for you to actually carry it out and get the results you want. It’s especially important when leading into Q2 as you may have new client goals you’re working towards. According to the The Marketing Donut, 80% of sales require about 4 follow-up calls after the initial meeting. But, did you know that most sales people give up after the first call? If you have a specific sales number or target planned out, you can then start focusing on top-line growth by mapping out the necessary steps it will take to get there.

2.  Stay organized and opportunity focused.

Have your plan ready in your back pocket, but don’t forget to focus on the here and now. Successful sales teams have a long-term plan as well as a short-term plan. Look at the opportunities that lie ahead and plan accordingly. Planning ahead doesn’t only include looking at budgets, charts, and strategies; it also includes having the right people on board. It is like baking a pie. You know exactly where you want to get to, but do you have all of the ingredients ready to get there?

3.  React quickly and adapt

When one thing doesn’t go as planned, or if there is a miscommunication and something goes wrong, don’t start flipping desks and slamming fists. Sit down, take a deep breath and find a solution. As a leader, you set the tone in a bad situation. If you’re calm and rational about a mishap your staff will follow suite. If steam is coming out your ears as you’re running around in a panic, your team will do the same.

To illustrate our point – as many companies are experiencing major changes in their industries, Hallmark has proven that there is still opportunity for growth. Just because a company has been around for 100 years, doesn’t mean that it’s out-of-date. Hallmark is a huge company that has been around for over a century and continues to stay on top. Years ago they revolutionized the greeting card industry when they saw an opportunity online to sell e-cards. Don’t be afraid of the changing times, it’s easier to adapt than you may think.

4.  Keep communicating

Your team is the backbone to your business. Don’t be the leader that stands up top ruling over your team. Be the leader that helps pull the team forward together. The people around you need to know what is going on. Schedule a weekly meeting (only about 5-10 minutes) to fill everyone in on any current updates, problems or obstacles. One of the most important motivators and factors leading to job satisfaction is when employees are kept in the know.

5.  Keep the team happy and motivated

Unhappy employees don’t make great motivators or spokespeople for your business. Be a strong leader for your sales team and lead by example. How do you want your employees feel? Make them feel that way with the constant reminders. A report from last month in The Sales Experts found that approximately 91% of satisfied customers say they’d give referrals. The happier your sales team is, the more likely customers will fall into this 91%.

Leading into Q2 can be a stressful time as clients turnover, new quarterly goals are set and the thrill of the New Year has worn off. Hopefully, these 5 habits can help you transition smoothly into the next quarter. What other habits do you think should be utilized for a highly successful sales team?

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Bringing College Students Up to Speed on the “Real World” of Sales

SDSU Mktg Class Apr 9 2014It is always enjoyable to come back to be a guest lecturer at San Diego State University, my alma mater, and spend time in the classroom with students. The perspective is enlightening, as it doesn’t seem that it was that long ago when I was a graduating senior. It was.

Yesterday was no exception. I spent a couple of hours with Scott Manning’s Business Marketing class on the SDSU campus. The students in the theater-style classroom were full of interest and questions as we discussed the profession of Selling. This class is one of the Sales Specialty classes offered at SDSU, through the Marketing Department, in the College of Business.

For the students in attendance who are pursuing a sales career upon graduation, I shared insights into changing buyer behavior and how, as sellers, to stay aligned with buyers. The primary message delivered is that sellers must be prepared to have relevant conversations with prospective customers on how their product or service can help to increase revenue, decrease cost, or reduce risk.  I demonstrated through the use of a story and a solution sales approach, how my prospective customers, sales organizations, benefit from a customized sales process program, designed and implemented to drive revenue.

The students’ approach was refreshing, without the baggage we often find with seasoned sales reps in the field.  We poked fun at stereotypical bad selling behavior and how old-style selling has died a lonely death, as we discussed current topics of “cold calling” and social selling.  We shared, that over time, good-selling behavior is important when encountering a new opportunity because of the impact of that beginning in later stages of the sales cycle, specifically the negotiation and close.  Something that has not changed is the importance of having a keen focus on the customer and thoroughly understanding what is important to them as we progress through their buying process.

It was the sixth or seventh time back on campus for me, to speak with a class.  While the buildings have been upgraded, and the students keep appearing younger, it felt like home again.

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Lead by Example and Your Employees Will Do the Same

A great company culture can mean the difference between success and failure for your company. You want a culture that inspires, encourages and motivates your team. But, a great company culture doesn’t happen because your values are posted on your website or in a frame hanging on the office wall.  Values aren’t about lip-service.  They are about action.  Action not of just one person. It takes the entire leadership team to actively work towards the culture you are striving for. Your culture will develop by doing living the values together.

As a leader in your company, you can demonstrate your ideal culture through your actions. Lead by example so your team will be on the same page, working for the same goals, with the same aspirations and ideals. Embody what you want your team to be. Jeff Bezos, CEO of Amazon, does a great job of keeping his employees on the same page with his 14 leadership principles. Bezos is a very to-the-point CEO who follows these principles in his decision-making. They are a key reason he has been able to build a passionate and driven team that has led Amazon to be one of the country’s most successful businesses.

So, how do you get your employees all on the same page? Lead by example with these five tips.

1. State a clear mission upfront for your team to strive towards.

If there is a goal that every member of the team works toward collectively, the team will naturally become closer. People will think of themselves as a collective unit versus each individual. The culture created from this mission will drive your team to success. Having team-wide, or even company-wide goals will help turn your company vision into action.

2. Set goals each month, or even each week, and those who meet them get recognized.

While working towards a mutual goal is productive, setting smaller monthly or even weekly goals will help your team take the right steps towards meeting the larger goal. These goals focus on each individual, which will prove their potential and the value they add to the team. It also motivates each team member to work harder and push his or her colleagues to be better. According to Inc.com, a survey of small business owners by Staples found that more than 80% don’t track their business goals. Of that 80%, about 77% of those leaders have not achieved their company vision either. So, setting goals can really make or break your team. Reward those that meet their goals.

3. Watch what you say and listen to your team.

These go hand in hand for leaders. If you’re using curse words in the office, you can guarantee your staff will begin to feel comfortable using those words as well. When you take a two hour lunch break each day, your staff will recognize that and do the same. Is this the type of environment you’re striving for? If you are constantly making negative comments and disregarding your team’s input, you won’t be respected in the way you want to be. In fact, you probably won’t be respected at all. Most likely your team will be unhappy, which won’t bring in the achievements that you want. Listen to your team and use their input. Just because you lead the team doesn’t mean your opinion is the only one that matters.

4. Be consistent and persistent.

Stay true to your ideals while striving to be better. Show your team that you don’t have to change the way you do business or go against your morals to be successful. Make sure you remain consistent between team members. No team member is better than another and each deserves the same amount of attention. Being persistent will also help your team be better. If they always see you working hard, they will work just as hard to prove to you how valuable they are for the company.

5. Get excited! Even about the littlest of things.

Whether a team member found a future prospect or sealed a deal, celebrate their success! Your team works hard – don’t let the little things go unnoticed. Offer incentives like Starbucks cards to those that achieve their periodic goals. Create an employee of the month program that calls out a team member for something they did that goes along with your values.  Even posting a simple post-it note to their computer screen saying “Great job!” can keep their morale high. You want each member to know how much you value their efforts and their importance to the team.

Leadership sets the tone in every business. A positive company culture is worth putting in the extra effort, even when you feel like you have no time and are bogged down with work… Just take a moment to recognize achievements large and small.  As a leader, you have a responsibility to inspire and motivate your team. This isn’t something that will happen over night, but will take time and the right amount of effort. The company culture really starts with you, so lead by example and watch the positive change that will enfold.

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