Unbound Growth Blog

Unconventional advice for sales people at the end of the month

Posted by Carole Mahoney  5/22/19 8:00 AM

Are you like many of the sales people that I talk to who basically disappear at the end of the month because they're busy trying to close deals?

You've probably heard the saying that sales is a numbers game. But it's not.

I know, I know- it’s the end of the month and you aren’t going to hit your number. Right now to you, all you can probably think about is that number. And it’s messing with your head.

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Topics: sales coaching, #livesaleslab

Sales Managers-Do you need to change the way you think about money?

Posted by Carole Mahoney  5/8/19 8:00 AM

The ability to have in-depth financial conversations with buyers depends on how comfortable your team is discussing money. So how does the way that you think about money impact your sales management?

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Topics: sales management, #livesalesmanagement

When should you hire your first salesperson?

Posted by Carole Mahoney  4/23/19 11:18 AM

When to hire your first salesperson is one of the toughest questions for an entrepreneur to answer.

There are several reasons why.

Continue reading or watch the video to learn the top three reasons as well as how you can decide when it is time for you to hire.

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Topics: sales hiring, sales onboarding

3 Scary Facts About Entrepreneurs and Sales

Posted by Carole Mahoney  4/16/19 11:20 AM

A while ago, I volunteered for a local event put on by Envision Maine, a non profit organization dedicated to promoting the next economy. The event that I attended was titled “Educating Tomorrow’s Innovators and Entrepreneurs.”

From this event, I have been mulling over these thoughts on where the gaps for business growth were. I call them the three scary facts.

I am sure that these aren’t just true for the state of Maine, but on a much larger global scale as well....

So what are these scary facts?

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Topics: entrepreneur, sales coach

Sales Managers- What's your approval got to do with it?

Posted by Carole Mahoney  4/4/19 7:00 AM

Quick, what do 38% of salespeople have in common with Tina Turner? (Check out the video to get your clue)

 

As human beings, we are wired and conditioned to seek the approval of others. Unfortunately, that can sometimes get in the way.

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Topics: sales management, #livesalesmanagement

How to get the feedback you want from your sales manager

Posted by Carole Mahoney  3/26/19 7:30 AM

Getting feedback from your sales manager can be scary. Especially if you struggle with a need for approval from others. But as they say, “Feedback is the breakfast of champions,” and like breakfast, get coaching and feedback everyday to take your sales career to the next level.

The more feedback you can get, and apply, the less of a surprise it will be, the less stressful it will be, and you will have more opportunities to change your behavior.

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Topics: salespeople, #livesaleslab

How Sales Managers Can Actually Save Time with Call Recording Technology

Posted by Carole Mahoney  3/22/19 7:33 AM

What is the best way to offer feedback without overwhelming your salespeople?

So many recorded calls, but still so little time! With the rising trend of listening to recorded calls, many hoped it meant that salespeople would improve faster and with less time required of sales managers.

How is that working out for ya? I talked with one sales manager who would listen to his teams calls on the way into work, and on the way home- through Boston traffic. If you’ve ever driven in Boston, you can imagine this was a accident just waiting to happen.

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Topics: sales management, sales technology, #livesalesmanagement

Your quota is NOT a personally meaningful goal

Posted by Carole Mahoney  3/11/19 12:30 PM

They say when you are tired of talking about something, that is when people are just starting to get it.

I am officially tired of talking about the importance of personally meaningful goals and how to create them.

But there is still a long way to go. Survey data of nearly half a million potential new sales hires showed only 51% had personally meaningful goals. Hmmm, I wonder if that has anything to do with the half of salespeople who make quota?

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Topics: sales coaching, salespeople, #livesaleslab

To coach or not to coach is NOT the question

Posted by Carole Mahoney  3/8/19 1:17 PM

 

There is just too much evidence to deny the ROI of 1:1 sales coaching on team performance. I could cite the CEB research that shows that salespeople who are coached at least 3 hours a month achieve an average of 7% over quota.

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Topics: sales coaching, sales management

How To Handle Referrals

Posted by Carole Mahoney  2/25/19 9:08 AM

How do you handle referrals?

Because even in today's buyer-has-all-the-control- and information overload age, referrals will still cost you less, will close at a higher value, and will close faster than any other means of generating customers.

Despite this mathematical truth more people are asking, "How do I get more referrals?" than they should. The question that I have is, have you ever thought that maybe the way that you're handling referrals is the reason you're not getting more of them?

 

This was our topic for a recent #livesaleslab. When I asked participants, "How do you handle referrals?" The answers weren't unsurprisingly a lot about them and their sales process. Hint, it's not about you

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Topics: sales coaching, salespeople, #livesaleslab

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"Experience is a hard teacher because she gives the test first, the lesson afterward." ~Vernon Law 
This blog is a home for the business growth lessons that we and our associates and clients have learned from the front lines.

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