Unbound Growth Blog

The Science of Sales Development- Part 2

Posted by Carole Mahoney  3/24/17 12:24 PM

Who on your team can and will improve their sales performance?

If you are a sales leader, you have probably asked yourself and maybe even others; “How long should I hold on to a sales team member who is not achieving even 50% of his/her quota?" And in conjunction with the previous question, "How do I know when they have coached enough to give up?”

These were a few of the questions that a VP of Sales at a tech company asked me recently. They are not easy questions to answer, but I have been hearing them a lot lately. Who wants to give up right before you are about to see results? Or perhaps you feel the weight of the investment and don’t want to admit the loss? So much time, money, and energy has already been put into this person and the cost of a failed hire is high (yes- even if they are commission only). That cost is especially high for small businesses bootstrapping growth.

And if you aren’t at that point of trying to decide whether or not to give up on certain members of your team, you may be asking yourself;

  • Who should be trained and coached?
  • What should we be training and coaching on?
  • How do we know if they will improve?

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Topics: sales assessments, sales assessment test, sales science

The Spock Method for Controlling Emotional Involvement in Sales

Posted by Carole Mahoney  1/2/14 3:28 PM

I recently got an updated sales assessment test. And even though I had gone through this process earlier in my career, had gone through intensive 1-1 executive sales coaching, I wasn't surprised to learn that I was still struggling with Emotional Involvement. I knew there was something, but wasn't sure what it was.

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Topics: sales, sales assessment test

Reactions to my own sales assessment test.

Posted by Carole Mahoney  11/22/13 8:36 AM

Can you handle a sales skill assessment test?

The single most important, critical, life blood of a business is in it's ability to sell. That is to say, it is the ability of that business to build the right relationships, that is the driving force behind growth. Buyers do not care about packaging and pricing. People buy from people, not companies. To build relationships that last, it has to be built on trust. Trust comes from honesty, and that starts with being honest with ourselves.

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Topics: sales assessment test

Why Should Your Employees Get Sales Assessment Tests?

Posted by Carole Mahoney  11/12/13 7:30 AM

Sales techniques are about building relationships. 

Every interaction your customer, clients, members, patients (whomever it is that your business exists to serve) have with you is a chance for your organization to add to the yes or no column in their mind. From how they find you to the first sales, from the delivery and service to the results they got with the product, everything is a yes or no.

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Topics: sales, customer service, sales assessment test, sales assessment

The sales difference between can't and won't.

Posted by Carole Mahoney  7/2/12 6:20 PM

Does your sales process pass this litmus test?

Earlier today I had a sales call with Rick Roberge. My husband walked in during the middle of the conversation and knew enough to not interrupt when he heard Rick's voice. So he sat in my office and listened in to the end of the conversation while he waited share his news about the new neighbors. Here is the summary of where he picked it up:

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Topics: sales, sales assessment test, entrepreneur, sales coaching

Sales Assessment tests aren't just for sales people.

Posted by Carole Mahoney  5/15/12 7:08 AM

Your buying process effects how you do sales AND marketing.

Why!? In a sentence; How you buy can get in the way when you are trying to sell to someone who has the same buying process as you. You naturally empathize and put up with price negotiations, stalls, comparison shopping.

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Topics: marketing strategy, sales strategy, sales process, sales assessment test

Why are Marketers Afraid of Smarketing?

Posted by Carole Mahoney  4/30/12 5:16 PM

You can teach sales to do marketing.

You can't teach marketing to do sales. Perhaps that is why you will have a hard time finding a college program that offers a sales degree. Most sales people have learned on their feet, in real life, not behind the pages of a book.  

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Topics: smarketing, sales assessment test, internet marketing coaching

Smarketing for Entrepreneurs: The Pitfalls & Opportunities

Posted by Carole Mahoney  4/25/12 11:48 AM

If you are both the Sales & Marketing person in one, how can Smarketing help you?

This is a question I am asked frequently, most recently at the Maine Marketing Association lunch and learn where Rick Roberge and I talked about common sales and marketing myths and how to debunk them.

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Topics: smarketing, marketing strategy, sales strategy, sales assessment test

Got Tricks? What Kind of Sales Strategy is that?

Posted by Carole Mahoney  3/3/12 3:50 PM

Sales Leads and Opportunities are Not Linear

If you are patient and wait for inspiration, it will come. But that is only true for artists, not salespeople. You have to do the daily activities to keep filling the pipeline. But be careful, if you have your head down, and your nose to the grindstone, you might miss the sales opportunity right next to you.

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Topics: sales strategy, sales assessment test

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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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