Date of publication: 2017-09-03 23:38
Duncan Lennox is the CEO of Qstream and on this episode of the Salesman Podcast he is explaining how we can improve at selling through leveraging our own sales data.
I wanted to find out if there were any stand out traits that the worlds leading sales reps have, so that we can then look at how we can implement these traits into our game too.
An aging salesman is fired from his job after a long career in it. Broken, without much to look forward to, he tries reconnecting with his wife and kids who he had always put down as he dedicated himself to work.
Arthur Miller's play Death of a Salesman addresses loss of identity and a man's inability to accept change within himself and society. The play is a montage of memories, dreams, confrontations, and arguments, all of which make up the last 79 hours of Willy Loman's life. The play concludes with Willy's suicide and subsequent funeral.
We need to make it easier for reps by having them focus on answering questions like this: What accounts should I work on next? What calls should I make next? What piece of research should I put in front of my client next through these nurture campaigns and other things that we do? Build a point of view with your sales team and do it quickly.
We've all been at a point in our career where we've talked to a customer and the customer will say, & quot The only time I hear from your sales rep is at the end of the month or the end of the quarter when they're trying to sell me something.& quot And we create that unintentionally as sales leaders because of these things like quotas and commissions. And while those are important, we also have to teach the behavior that transcends them.
I’ve certainly experienced this as a consumer. Fifteen years ago, if I needed to buy a new dishwasher for my home, I would just head to my nearest appliance store, look at the dishwashers, and choose between the low-, medium-, or high-priced one. It was a pretty simple process.