In my last article, Behavioral Sales Metrics for Coaching Equipment Industry Sales Teams, I laid out some framework for measuring sales activities. This article is the second in the series to analyze the behavioral metrics sales mix and closing ratios. CRM systems are full of good information that … [Read more...] about Sales Mix & Closing Ratio Analysis of Behavioral Metrics
Steps to the Sale
Have you ever noticed when it’s time to visit the doctor, unless it’s an emergency, you can’t simply drop into their office unannounced? A family doctor serves a community of customers for decades. They develop a busy, thriving practice, with multiple generations of dozens of families in a community … [Read more...] about Do Salespeople Who Schedule Appointments Sell More Than Those Who Don’t?
Every dealership organization is at a different place in time with the diagnosis of their sales teams and processes. The size of complex and level of operational sophistication are factors. Many times, it’s a location issue more than overall company-wide so that requires custom solutions. So, maybe … [Read more...] about Behavioral Sales Metrics for Coaching Equipment Industry Sales Teams
Relationship Selling I realize that for some customers all they want is the best price. Well, all of them do, really. They can't purchase the product or service without it. If you price, without properly qualifying, you'll leave money on the table. This could quickly become like other salespeople … [Read more...] about Should You Focus on Relationship selling?