Potential Sales & Consulting Group
Volume 2, Issue 3
March 2017
Would You Like to Assess Your Salespeople?
We Fix Sales Problems: Should your sales be growing at a faster pace? Is your current Sales culture causing you to miss business (ROI)? Can your salespeople demonstrate value and sell at higher prices? How do you plan to KEEP the new sales person motivated after the honeymoon is over?
Inside this issue: Ask the “Sales” Neurosurgeons
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Do You Monitor Your Benchmarks?
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About Potential Sales & Consulting Group
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What Type of Salespeople are You Hiring?
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Now Hiring
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Potential Sales & Consulting Group Values
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Contact Sales Neurosurgeon, Victor Arocho, to Speak at Your Company or Event
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Potential Sales & Consulting Group invites you to view how your sales organization compares. Are you ready to assess your Salespeople to the other salespeople that have been assessed by Objective Management Group and/ or the salespeople in your industry? Okay, here is a great opportunity. Click on the link provided and take the assessment for a spin, it’s FREE! Here's how it works... Simply provide some basic contact information, and you will receive a link to provide to at least 6 sales-
people in your organization. After all 6 individuals have completed OMG’s online questionnaire, follow the results link provided to you and view how your salespeople scored in each of the 21 Core Competencies used in the assessment.
Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
There's nothing to lose. Get your free sales results. Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert,
Click Here to Assess Your Salespeople for Free!
Why Can’t We Be Friends? It’s counterintuitive, but CEO’s who befriend their rivals may do better than those who don’t. When CEO’s talk shop, they swap notes, share information and hash over business conditions, often times leading to similar decisions and reduced risk, according to research
from the University of Texas in Austin. For example, a boat manufacturing CEO was stunned when his closest competitor called to say hello. “What does he want from me?,” he wondered. As it turned out, the two men have different tastes in boats,
so they cater to different customers. Their friendship paid dividends for both businesses.
Ask the “Sales” Neurosurgeons Q: I have recently complet-
ed a sales force evaluation for a sales team and gone over the findings individually when one of the sales persons told me they didn’t think the questions on the evaluation fit. What would you suggest I tell them? A: Keep in mind if you are located outside of the United States, assure your client that this happens in the United States too – it has nothing to do with either the culture or the translation.
“The key to success isn’t articulating the goal; instead, it’s tracking how people get there.”
When a sales person takes the evaluation and then says
that the questions don’t fit, it has nothing at all to do with the questions. It is simply that their view of sales, sales management, or sales leadership (whichever role they were assessed or evaluated for) is skewed, they don’t understand the requirements of the role, lack the skills for the role, or they are attempting to discredit the assessment because they are fearful of being exposed.
The “Sales” Neurosurgeons column is a Sales advice column in the format of anonymous questions and answers submitted by readers with
an issue in the form of a question. The expert advice of the “Sales” Neurosurgeons provides a response. Submit your questions to: Newsletter@potentioalsalesgroup.com
Not coincidentally, these people will nearly always have low scores for Excuse Making and Rejection...
Do You Monitor Your Benchmarks? With 2017 upon us, you may consider setting ambitious sales goals for your team. But think twice before you announce bold targets for the year. Maurice Schweitzer, a Wharton School of Business professor, finds that leaders who set sales goals for their employees are not necessarily motivating them in the right way. The key to success isn’t articulating the goal; instead, it’s tracking how people get there. Leaders must scrutinize the actions and processes that employees take in pursuit of organizational objectives. If people race to attain a goal by cutting corners, it can
lead to unintended consequences. For example, a manager might say, “I need you to exceed $1 million in sales this year. How you get there is up to you.” While individuals may welcome such a challenge—and appreciate a manager who does not micromanage them—there’s a larger downside. The message they hear from the top becomes, “Hit the goal I’ve given you. I don’t want to know how you get there. Just get there.” Ideally, managers should follow up after they articulate a goal. By conferring with employees on how
they conduct themselves and what processes they use, leaders gain insight into a staffer’s ethics and initiative. A salesperson striving to attain goals at any cost might fudge the numbers. But if a manager shows interest in the salesperson’s tactics, it can lead to a more nuanced discussion of how to balance goal attainment with integrity every step of the way. Executive Leadership. (2017, January 19). Monitor Those Benchmarks. Retrieved from http:// www.execleadership.com/3 391/monitor-thosebenchmarks/
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Potential Sales & Consulting Group (PSCG) is an established man-
agement consulting firm focused on sales development whose goal
Organization
is to provide superior value for its clients and change the way the world views the Sales profession. Privately held and headquartered Potential Sales & Consulting Group Corporate Headquarters 18501 Pines Blvd, Ste. 365 Pembroke Pines, FL 33027
in Pembroke Pines, Florida, the team works with clients globally supplying an array of sales solutions to help clients fix sales problems, thereby, increasing sales. Founded in 2012, PSCG has grown to incorporate a team possessing more than 60+ years of collective sales and marketing experience. PSCG specializes in exponentially growing sales by
Phone: 877-608-9900
bringing accountability to the sales process and crafting a sales culture of success. With Potential Sales & Consulting Group’s passion and strategic style of sales, the team has assisted multiple companies ranging in size from $4m to $2b grow their business on an
“Accelerating people and companies to reach their full potential”
average of 25% or more per year. Potential Sales & Consulting Group’s Mission: Holding teams accountable to the Sales Process and to grow Sales.
WE’RE ON THE W EB P OTENTIALSALESGROUP . COM
What Type of Salespeople are You Hiring? Do you know the five distinct roles to look for when hiring a salesperson? Putting a salesperson in the wrong role will not deliver the results you want.
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Account Manager— These people have assigned accounts they are to manage, handhold, solve problems, maintain and when possible, grow.
they best translate into sales roles allows managers and executives to design a sales team which properly leverages the strengths and minimizes the weaknesses of its members.
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Closer—These people are generally a persuasive personality type who can seal the deal.
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Consultative Seller— This salesperson differentiates, sells value, and sometimes viewed as a Trusted Advisor.
Hiring the right salesperson is the first step in develClick Here oping an effective and dynamic salesforce.
The five roles are: 1.
Hunter—These are your go-getters, the ones that uncover opportunities in which to sell.
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Farmer—specialists at servicing the existing customer base, keeping those relationships going and staying attuned to opportunities to sell to again.
Click on the photo to watch the second in a series of Hiring Sales Super Stars videos.
Understanding the different personality types and how
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Contact Sales Neurosurgeon, Victor Arocho, to Speak at Your Company or Event 877.608.9900
Please visit our website at: PotentialSalesGroup.com for available Sales positions. If you are an employer and would like to post a sales position, email us at:
Newsletter@PotentialSalesGroup.com or call us, and we will add your job posting to our website at no charge.
Potential Sales & Consulting Group Values Learn and Grow – Always advancing your mind, advancing yourself, and others. Have Fun – Love what you do. Make someone laugh! Family – Family comes first. What happens inside the business family, stays inside the business family. Chivalry – Having manners, etiquette, be a gentleman. Be a lady. Balance – Do the things that you need to get done. Whether it is for the business or making time for the family, spouse, significant other, kids, yourself, etc., it’s about results, not time.
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