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Sandler Training in Calgary | Calgary, AB

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Hamish Knox

Percentages in sales funnels suck.

They are typically meaningless, and they create problems up and down the sales function from front line salespeople who over/under estimate their true chance of closing the deals in their funnel to the sales leaders who are held accountable to guesstimates entered by their salespeople.

Sandler CEO, Dave Mattson once said at the Sandler Summit, “if I was told I could only do one activity with my salespeople for the rest of my career as a sales manager it would be pre-call planning.”

The craving for human-to-human interaction in the same physical space is becoming louder and louder, especially as more of us get vaccinated and lockdown measures start (and stop) to ease.

Picture a salesperson speaking to their contact at one of their major accounts. They’ve built a strong relationship with this client, but today their contact is telling them that they are moving on to a new role at a new company.

When we feel another person in our life – prospect, client, vendor, team member, spouse, child, etc.- is offside we have a tendency to avoid addressing their behavior in the moment, which often erupts later, or we hammer them with a message to correct the behavior we believe is offside.

Think back to a time in your career when you really wanted to buy a product or service for your business. Not “needed.” Wanted. Maybe you had to convince your boss to free up funds, maybe you had to borrow a bit or shift money from one budget line to another, but you. Made. The money. Work.

A salesperson’s only valuables are their time and information. Many salespeople waste time with suspects instead of real prospects because they have no process to support them in quickly sorting out the time wasters from the true potential clients.

Calgary, AB – Sandler in Calgary is please to announce the recipients of its Not-for-Profit and Unapologetic Saleswoman Scholarships in-Kind for 2021/22.

At some point when we are learning a new skill, we will hit a (metaphorical) wall. Our performance will dip, to use Seth Godin’s term, and we’ll become frustrated with what we perceive as a lack of performance. My Muay Thai coach recently referred to it, to me, as “your ego getting in the way,” which is another way of saying I was standing on my own toe.

Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.