Are you credible? In this fast paced ever-changing sales environment credibility has become a key differentiator. Most times it’s what makes sales and why customers become referenceable. Yet I think most of us really don’t pay attention to our credibility like we should.
Anyone that has sold for any length of time has developed comfortable sales habits. So… when a trainer or manager comes in and offers a new way to increase sales… they may not see the sales training value. They start into a diatribe of exception examples of why the new training idea won’t work for them. Irritating and short sighted.
I’m a big fan of tracking performance metrics, in-depth and granular. I’m talking about much more than just tracking sales leads, appointments and opportunities however. I monitor actual daily activity that rewarded a salesperson with sales leads in the first place. Where did the lead come from? What activity was performed to get that lead? Are the sales leads quality? I want to know what is working to produce qualified leads. Here’s why.