James MeinckeThe CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams.
Featured Article
How to Control Sales Conversations
Many sales representatives only start to think about closing the deal later in the sales process. However, to ret yourself up for closing, you need to be setting the groundwork from the very beginning. The best way to do this is to exercise control over sales conversations. If you can do this, you can successfully deploy a solution-selling approach. Read more >
This and more of our favorite reads this week…
How to Get Better at Sales (Essential Guide and 5-step Checklist) (Justin Welsh of The Revenue Collective)
“If you’ve struggled to succeed at sales, you have 3 options for responding. You can quit and move on… give it your all and try to get better at sales… or transition out of sales and accept a different role with your employer. There’s no shame in leaving a sales job or changing roles. But I want to assure you that most people CAN get better at sales — if they’re willing to do the work. ”
7 Things Sales People Say That Cost Them Deals (Ken Kupchik of Spiro)
“Have you ever had a conversation with somebody and afterward thought about what you should have said differently, or not at all? Most people have, and you’d be hard-pressed to find a person who doesn’t have regrets over something that came out of their mouth at one point or another.”
5 Terrible Sales Techniques That Are Costing Your Company (Charlotte Powell of iPresent)
“Salespeople have a bad reputation. Research continually finds them at the bottom of the list of trusted professions, and anyone who’s ever been on the receiving end of a bad sales experience will know why.”
“We’ve all been there. A bad day at work leads to a bad week. You’re stressed. You dread walking into the office. You feel like nothing is going your way, or your work is going unappreciated. When these feelings linger and begin manifesting into physical symptoms and unbearable stress, you might be suffering from job burnout.”
Why Recruiting Is a Great Place to Start Your Sales Career (James Meincke of CloserIQ)
“o you want to start a career in sales: Great – sales wants you. Working in sales offers a high degree of autonomy and performance-based monetary rewards, so it can be highly satisfying and fulfilling. But sometimes it can feel tough to get into if you don’t have any experience. So one way you can jumpstart your career in sales is by starting out in recruiting.”
Recruiting Biases: 10 Common Types (Sharlyn Lauby of HRBartender)
“One of the most common recruiting metrics is time-to-fill. It’s basically the number of days it takes to fill a position from the time the opening occurs (i.e. the requisition is opened) to the time the candidate accepts the job offer. According to the last Society for Human Resource Management (SHRM) Talent Acquisition Benchmarking Report, the average time-to-fill is 36 days. On the surface, you might say, “That’s not too bad.””
Experiencing Talent FOMO? Hiring Events Could Be The Answer (LeighAnna Webb of Indeed.com)
“The accessibility of the Internet can create more work for recruiters — for example, imagine having 500 positions to fill at warehouses opening in five different cities. You could be flooded with resumes, each of which needs to be reviewed. And the screening and scheduling remains a headache — and who’s to say the people you do schedule will actually show up for an interview? ”
If You Want Engaged Employees Offer Them Stability (Marla Gottschalk of Rand Gottschalk & Associates)
“If the way forward at work is particularly unclear, you’ll undoubtedly devote precious energy considering not only the future of the organization but your personal future there as well. In that context, you might think twice about a risky stretch assignment, even if it could potentially benefit your career and the organization in the long-term. This is often the case if faith in the underlying organizational foundation is acutely in question.”
Why You Need SLAs for Your Sales Team (Team RingDNA)
“It’s common to use service level agreements (SLAs) in customer contracts or vendor relationships to clearly define the obligations of involved parties. SLAs can also be powerful internally as well, especially in a sales team.”
If you know any articles that you think we should feature in our next week’s roundup, feel free to reach out to us: content@closeriq.com.
