May1
Best Practices Of Successful Salespeople Have Power
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
File under best practices of successful salespeople
Never Keep The Best Practices Of Successful Salespeople A Secret
Those that know my work know that I’ve spent my career studying and teaching the best practices of successful salespeople. I’m not a fan of theories developed in some classroom. I prefer proven sales strategies that work in the field. Unfortunately, too many sales organizations never take the time to truly understand what works and what is not working. Also, too many top reps prefer to keep their best practices a secret.
There was a time when knowledge was power but the information age changed all that. Today, the power is in sharing power. Allow me to prove this point.
The Centers Of Knowledge
Many years ago, I had the privilege of talking with Mr. Bill McGowan (December 10, 1927 – June 8, 1992). At the time, Mr. McGowan was the leader of MCI and was respected by all that got to know him. Mr. McGowan told me that the importance and relevancy of a country could be determined by the amount of incoming International phone calls it received. His theory was based on who had the information that others wanted to learn about. How sound was this theory? Mr. McGowan told me that the former Soviet Union was in trouble many years before it collapsed. He based his prediction on their low incoming International call rate.
Consider one of the ways search engines decide how important or relevant a site should be when ranking search results. They partially base that ranking on incoming links from other sites. This goes back to Mr. McGowan’s theory about those that have the information others want to learn about.
Sharing Information Is Powerful
The power is in sharing information and this holds true for the best practices of successful salespeople. There is no reason to guess about their best practices. They are right there in front of you each and every day. The problem is that too few top reps are willing to share them and too few sales organizations take the time to study them. Other reps, for example, can learn from a sales rep that knows how to trial close.
Top salespeople can increase their importance to their organizations by willingly sharing their sales best practices with others. The power is not from having the knowledge. The power is from sharing the knowledge of best practices of successful salespeople. For that reason, best practices are at the center of all my sales training programs.
Sales organizations are packed with sales support staff employees. Shouldn’t there be a small staff that is dedicated to studying and disseminating best practices of successful salespeople? Think how that would change everything for the better.
To your sales success!
Nick
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