Tips for Women in Sales (“Seducing the Boys’ Club” isn’t one of them)

By Shannon F. No doubt, you’ve heard about this bad decision currently in the news: Merrill Lynch passed out copies of Nina DiSesa’s dubious career advice book “Seducing the Boys’ Club” to female executives, resulting in a sex-discrimination lawsuit. (How could presumably successful and competent people have thought this “gift” was a good idea?) One of the women in the Merrill Lynch case was also called out for not being “perky” enough. But she was a business professional, not employed in the hospitality or entertainment industry! Female salespeople deal with discrimination all the time—even if it’s not intentional. If she is more successful than her male peers, a female salesperson may face comments along the lines of, “Your prospects are more receptive to you because you’re a woman.” If she is struggling, she may be told, directly or indirectly, to play up her feminine charms when dealing with male prospects and customers—in other words, to seduce the boys. Women have made enormous strides but still remain outnumbered 3 to 1 in B2B sales—particularly in male-dominated industries like technology. The good news is that sales can be a great equalizer—you are judged not on subjective criteria, but on how well you’ve met or exceeded your sales goal. Here are our suggestions for dealing with the gender gap without resorting to Nina DiSesa’s tips. 1. Treat everyone the same: professionally. That means being open, courteous, and straightforward. Everyone respects those characteristics, and they aren’t gender-specific. Professionals like dealing with other professionals. If […]

Songs to put on your sales team’s playlist

By Shannon F. You probably don’t need a scientific study to tell you that music can make you happier at work, reduce your stress levels, and allow you to find a moment of calm in a noisy environment. But did you know that music improves productivity? Studies show that music can make you work harder and faster, and the benefits are not just limited to the gym. Sales managers found that sales actually increased when music was played. Does it matter what’s on the playlist? Runners swear by fast-paced, motivational music, while road-trippers claim that subject matter is what inspires them to cover more miles. Here’s a compilation of sales-related songs to get your team pumped (and productive). Eye of the Tiger—Survivor. The ultimate underdog anthem that reminds us to thrive, not just survive in sales. I Won’t Back Down—Tom Petty. Need to gather your steely resolve before speaking to a tough customer? This should be your theme song. We’re Not Gonna Take it—Twisted Sister. See above. Don’t Stop Believin’—Journey. This karaoke hit makes your pulse beat a little quicker. We bet you can’t not sing the falsetto part. The Gambler—Kenny Rogers. Know when to hold ‘em, know when to fold ‘em. Could any more life lessons possibly be packed into one song? Don’t Stop ‘Til You Get Enough—Michael Jackson. Good words of advice on a slow sales week. Take the Money and Run—Steve Miller Band. Channel an outlaw and run away with your sales goal. Takin’ Care of Business—Bachmann […]

How can you determine your sales rep’s chances of success?

by Shannon F. Hiring a new sales rep can be a gamble, especially considering that he or she may take three to twelve months or even longer to become fully productive. If you recently hired a new sales rep, you are probably trying to gauge whether he or she is going to be an asset to your team in the long term. Fortunately, there are some key signs to look out for. We’ll break it down into performance-based and character-based indicators of success. Performance-based Cold-calling activity. Sales success has a lot of components, but a big one is simply your activity levels. High activity levels (especially when noted consistently over time) are always a good sign. Sluggishness in the beginning may be due to your sales rep’s lack of familiarity with your products and services, but after the first couple of weeks, activity levels should be steady and consistent with your company’s expectations. Appointment-setting rate (# of appointments set/# of leads contacted). The ideal appointment-setting rate depends heavily on your industry, so be aware what your top sales reps are doing. Often, having a high ratio of appointments set depends on consistency of follow-up. Is your rep giving up after a couple of calls, or is she persisting until she gets her prospect on the phone? Lead follow-up time. When a new lead comes in, such as through the company website, how quickly is your new sales rep following up? If he acts right away, that’s a great sign. A […]

Your prospects don’t have to be nice to you. 5 mean moves you can counteract when cold-calling

by Shannon F. Busy prospects don’t always appreciate getting your call in the middle of their day. Every salesperson has a cold-calling story about someone who reacted badly to repeated attempts at contact. Here’s how to deal with 5 ways that prospects may behave in a less than civil manner. Your Prospect Ignores Your Calls. Aren’t they ever in their office?! When you’ve made your 7-12 cold-calling attempts and still have not gotten your prospect on the phone, it’s time to accept that he or she may be ignoring your calls. Best Fix: Mix up your approaches. Try sending an email or even a personalized letter. If you use InsightPRM, try sending an instant email from the PRM at the same time as you are leaving a voicemail. Set up your email template to say, “I just called and left a voicemail for you regarding_________. I’d love to have a chance to discuss this with you in person.” Some phone-phobic prospects respond to emails in an instant. Last Resort: Schedule your next follow-up call for a few months out, and try again at that time. Your Prospect Lies to You. You know for a fact that they are moving their office, but they insist they are not in the market for commercial moving services. Chances are that your prospect is withholding the truth in order to get you off the phone. Sound improbable? Consider that the average individual is lied to as many as 200 times in a day. That […]

Signs that you are a Sales Perfectionist (and how to fix it)

by Shannon F. Sales is a field that requires a rapid response-rate, quick decision-making, and the ability to let the small stuff go. If you’re a perfectionist, you may struggle to generate the sheer volume of activity necessary to make your sales goal this year. The problem is, perfectionists can be deceptively imperfect, making them hard to recognize. They don’t all sort their paperclips by color or own a personal label-making machine. If you are like me (an admitted perfectionist) you might not ever bother to wash your tea cup, assuming the germs will be microwaved out on each subsequent use. That sure doesn’t sound like perfectionist behavior! So here are some signs to look for, and some ways to save yourself before you get bogged down by perfectionist tendencies. Perfectionists are highly self-critical. In sales, like in anything, you’ll have ups and downs in your personal performance. Having a bad day is something that rarely matters in the long run, but perfectionists tend to beat themselves up about their perceived shortcomings. This turns into time wasted on worrying. The fix: Strive for excellence, but be forgiving of your mistakes. Don’t take it to heart if you are having a “bad phone day” or you stumble during a demo. The more you hone your selling skills, the more consistent your performance will be. Perfectionists take rejection personally. Their feelings are hurt if someone is curt on the phone, and worse, they blame themselves for not achieving a more positive interaction. […]