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Is It Time to Clean Out Your Pipeline?
Mark’s sales manager, Irene, asked him to forecast the number of sales he would close over the coming month. Mark came up with his best guess. Unfortunately, Irene didn’t find his best guess very helpful. As it happened, the new monthly forecast was identical to Mark’s previous month’s “best guess” – a figure he had failed to come close to reaching.
In a private meeting, Irene asked Mark to be candid with her. Was the number he’d provided based on something more concrete rather than wishing and hoping? Mark thought for a moment and had to admit that it wasn’t.
Client-Centric Satisfaction (SM)
You just received an email from the chain hotel where you stayed last night. Along with offering its gratitude, the hotel is seeking your feedback through a survey–offered in the interest of continuous improvement. You’re asked to provide satisfaction ratings for some very important categories the hotel has chosen. Listed are food quality, staff friendliness, Wi-Fi dependability, room cleanliness, durability of shower cap, and other aspects of your stay that you’re supposed to rate from one to ten. It’s a comprehensive list, but there’s a problem. Your room was across the hall from an elevator that constantly unloaded chatty guests and next to a very loud ice machine. You didn’t sleep a wink. Room noise, alas, is not one of the categories provided. Shaking your head and still a bit sleepy, you delete the email, knowing you’ll never return to that hotel.
Communication 101 For Salespeople: Know When To Ask A Question
June is Effective Communications Month. With that fact in mind, consider the following cautionary tale for salespeople.
Will, a new salesperson, had just begun a face-to-face meeting with Maria, the CEO of a big company that Will’s manager would have dearly loved Will to close. Right after the two sat down in Maria’s conference room, Maria asked:
“So, Will – how much do you know about our firm?”
March 2017 SandlerBrief
People Work Harder for Their Reasons than they do for Yours
Milt had missed his sales quota for three straight quarters. Maria, his new sales manager, had tried to get Milt’s previous manager, Bob, to share his thoughts on why Milt was consistently failing to hit his targets. Bob’s answer was direct: “The guy just flat-out doesn’t care about hitting quota. He’s not cut out for sales anymore. He used to be committed. Now he’s lost interest. Senior management is giving him one more shot. If he can’t cut it this quarter, with you, the plan is to let him go. This is Milt’s moment of truth.”
April 2017 SandlerBrief
Generate More Revenue - With Email Referrals
Bill, a veteran salesperson with a deep hesitation about approaching prospects online, had been trying to gain traction for months at a company called Acme Logistics. A competitor had won all of Acme’s business, but Bill felt certain that if he could secure a meeting with the company’s CEO, Mary Moore, he could make a powerful case for winning Acme as a client.