Author: mike

The Gratitude List

by mike

Years ago I was taught a tool that helps me whenever business or life isn’t going my way. While this is a seemingly simple tool, you shouldn’t underestimate the power in it. You can use it anywhere and at anytime, and it will always work to restore your attitude and your perspective. It has the uncanny power to improve your mood and your outlook. And it always helps you generate the positive results you’re trying to achieve.

Here’s how it works:

Whenever you’re in fear (any kind of fear – financial, emotional, professional, etc.), all you have to do is make a list of 25 things you’re grateful for. I like to use a notebook myself, but I suppose a computer or smart phone would do. The point is to write down 25 things you are grateful for today.

Your gratitude list can contain many different kinds of items. Here are some of the things you may be grateful for:

Having a loving family

Having a job

Making money yesterday or last month

Having your health

Having access to fresh water

Being in a position to help others through your work

Going on a vacation or just coming back from one

Being able to spend time with your kids

Having your kids be healthy

Your ability to enjoy a good meal today

Your ability to be able to afford a meal today

Working for a company that creates or sells a great product that helps so many people

Being able to walk without pain

Being able to sleep without pain

Having a home to go to

Having access to all the technology we have

Knowing that the NFL finally starts in a month!

Having faith in God

Being blessed with good friends

Living in a country where you can do and become anything you want

Having options to completely change your life

Having access to great books, CD’s and other material to help you accomplish your goals

Having money in the bank today

Being able to read

Being free to act, think and do as you please

And so many more things.  I’m sure you could add some really great things to be grateful for in your life, couldn’t you?

Why it works:

I love writing a gratitude list whenever I’m in fear about business or money.  You see, because I’m in sales I sometimes forget that I’m not here for me and for what I can get out of it.  Rather, I’m here to offer solutions that help other sales reps and companies do their jobs better and make more money.

When things slow down and I get into fear, I can get self-centered and focus on myself.  When that happens things never go well.  It becomes hard to make calls and take action when I’m only thinking about myself and what I don’t have.

But as soon as I write a Gratitude List, something magical happens.  Suddenly I remember how full my life already is and my perspective changes.  In just a few minutes I transform my perspective, and I remember what I’m here for –  to add value to your life.

Once I’ve completed my Gratitude List, it’s easy for me to take the actions that generate business and abundance in my life – because now I’m thinking about you and how I can help you.  It’s that attitude that gives me the energy to keep prospecting.  And it’s that attitude that opens up conversations because people can sense when you’re being genuine and want to help.

Hey, sales – and life – isn’t always going to go your way.  But when you can stop and appreciate how incredibly fortunate and blessed you already are, and get restored to what your true purpose is, you’ll find that today it’s easy and even enjoyable to take the actions you need to take to help others accomplish their goals.

And when you can help enough people accomplish their goals, you’ll always exceed yours.  So the next time you’re struggling or just not feeling it, do what I do:  Write a Gratitude List.  You’ll be grateful you did.

If you found this article helpful, then you will love Mike’s bestselling book on what it takes to become a Top 20% producer: “The REAL Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.”  (Recommended by Jeffrey Gitomer!)  Get a Special Offer and read about it by clicking here: http://www.mrinsidesales.com/secrets_and_CD.htm

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance.

He offers a FREE audio program designed to help you double your income selling over the phone, as well as an internationally acclaimed FREE Ezine. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

Are You Managing the Right Activities that Drive Sales?

by mike

If you’re in inside sales management, then you know all about metrics.  In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports.  They show me metrics on how many calls a rep is making, how much average time each rep spends on the phone, what their conversion rate is, and on and on.

When they ask me what I think, I tell them I think they’re measuring the wrong things.  Now don’t get me wrong – those things are important and they should be monitored.  The problem though is that those metrics are not what drive sales.

You see, it isn’t the activity around the sale that’s important (and that everyone measures), but rather, it’s the activity during the sale that matters.

In other words, as a manager you need to know exactly what and how your reps are responding and dealing with their prospects and clients while the sale is going on.

There are two times to monitor and coach this:

1)      You can either monitor your reps while they’re actually on the phone with a prospect or client, or:

2)      You can record the call and spend time reviewing and coaching your rep as you go over their performance.

Both of these methods will give you the most important information of all: Are your reps using the best practice approaches to successfully handle the sales situations they run into 80% of the time when trying to sell your product or service?

You see, if your reps either don’t know how to best handle these sales situations, or if they simply aren’t using effective techniques and skills, or worse, if they just don’t have the talent or willingness to consistently use proven best practices, then it doesn’t matter how much time they spend on calls, or how many calls they make or how many leads they get out.

Again, it’s how they perform during a sales call that matters most.  And your number one goal as a manager is to know how each of your reps perform while in the sale, and then to teach them the most effective, best practice techniques to win more sales.

Once you’ve given your team the skills and techniques to succeed in your selling environment, and you’ve trained them thoroughly on them, then managing simply becomes a job of coaching adherence to these best practices (see numbers one and two above).

Again, it isn’t the activity around the sale that’s important, but rather, it’s the activity during the sale that matters.

Just Send Your Information Rebuttal

by mike

Best Way to Handle the “Email me your information” Blow off

How do you currently handle the brush off, “Just email me – or send – me your information”?  Believe it or not, about 80% of sales teams I speak with actually shoot off an email, schedule a follow up call, put the company in their pipeline and then begin the frustrating process of chasing unqualified leads.

If you’re doing this as well, then I don’t have to tell you what it’s like trying to get back to these leads.  Want a better way?

I was having a conversation with a director of sales the other day, Kevin Gaither, and he told me that his team has come up with a great response that helps them qualify past this blow off objection.  Here’s what they say:

“I’d be happy to email you our information.  (Prospect’s name) I have a 64 page PDF file that I can email you, but do you mind if I ask you just a couple of quick questions so I can only send you that part that you’d be most interested in?”

Brilliant response, huh?  Now I can already hear some of you – “But I don’t have a 64-page PDF….”  Well, how about adjusting this response to what you DO have?  How about:

““I’d be happy to email you our information.  (Prospect’s name) I have a variety of brochures/price lists/product catalogues/programs I can email you, but do you mind if I ask you just a couple of quick questions so I can only send you that part/the specific information/the right price list that you’d be most interested in?”

What I like about this response is it immediately calls their bluff.  If they are just trying to blow you off, then they will not cooperate here and will tell you again to just email your information – which you won’t do.  It’s better to set another time for the call (for when they do have 5 minutes to discuss this with you).

On the other hand, if they are even slightly real, then they will allow you to ask a couple of qualifying questions and you’ll be able to see if they would be a right fit for your product or service.  Either way, you win.

If you found this article helpful, then you’ll love my NEW book of phone scripts, “The Ultimate Book of Phone Scripts.”  Get over 220 Brand New Scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more sales. Visit: https://mrinsidesales.com/booklaunch.htm to find out why Brian Tracy and Tom Hopkins call this the best book on inside sales available today!

Summer Sales Slow? Five Things to do NOW!

by mike

I don’t know about you, but two days before July the 4th business slowed down and then after the holiday, it seemed to stop!  We do have business, of course – very much like you – but the pace of business, the new leads and the urgency of the first half of the year seem gone…

What happened??

Summer happened, that’s what.  As I speak to clients and colleagues (who aren’t on their family vacations) they tell me the same thing – many of their bosses, co-workers, suppliers or business partners are either on vacation, just coming back from a vacation, or just about to take a vacation.

In fact, many people I know are taking as much as three to four weeks off!  (I just spoke with a potential coaching client, and when I asked him when he was thinking of starting our coaching relationship, he told me it would be after his month long vacation in August.  He and his wife will be back right before Labor Day.

So there you have it.  Business is seasonal.  Kids get out of school.  The weather changes.  People have worked hard and are now ready to take some time off.  Business changes and people seem to relax.

Does this mean companies aren’t buying or planning for the fall?  Of course not.  It just means that they are going to begin doing things on their time table, not yours.

So here’s what you can do to not only make sales now, but also set yourself up for the best finish of any year you’ve ever had:

1)      Don’t let up.  Keep working hard – if not harder.  Make more calls.  Send more emails, stay later and come in earlier.  The time you put in now may not seem to pay off right away, but in the fall you’ll see the fruits of your labor.

It reminds me of the “dog days of summer” in NFL training camps.  I still remember what Bill Parcells told his players in late December when they were about to begin a drive that would determine whether they got into the playoffs or not.  He looked at his exhausted linemen and said: “This is why you lift all those damn weights!”

The effort you put in now will make the difference at the end of this year…

2)      Connect with established clients.  This is the perfect time to send a card, to make a call, and to talk with clients about things other than business.  For example, where are they going for summer vacation?

Face it, if things are slow for you, they are probably slow in their business as well.  How about asking what they are doing to deal with this period and what they are doing to get ready for the fall.  And how about asking how you can help them do that?   Set yourself to work with them when they’ll be ready…

3)      Work on improving your skill set, new product development or other part of your business that will make a difference in the second half of the year.  If any of you have thought about developing a greeting card campaign to stay in front of your customers and prospects, this is the perfect time to do it!

Some of you know that I use Send Out Cards to keep in front of my clients and prospects, and did you know that you can now use that same system without a sign up fee?  Click Here to find out how.  Just use this number to try this system out for free: 83661

Why not design a card with a picture of yourself and family on YOUR vacation and send it to all your clients and prospects.  That’ll give you something to talk about.

4)      Make goals for September through December and develop a plan of action to accomplish them.  Develop an affirmation card and goal sheet of what you’re going to earn, what it’s going to feel like over the holidays to have accomplished it and begin smiling each day as you feel the feelings of having done it.

Remember, “Fear Pushes, but Vision Pulls.”  Use this time to create a compelling vision of the rest of the year for yourself and let that vision pull you through the summer…

5)      Feed your mind a positive diet.  This is the time to feed your mind every single day (and many times in the day as well).  My favorite book to re-read during each summer is: “Beyond Positive Thinking” by Dr. Robert Anthony.  You can get it on Amazon.com

I’ll bet you have your own list of positive reading material you’d like to finally read.  Pick one book tonight, put it on your desk and commit to reading it before Labor Day.  That alone will make a huge difference for you.

The most important thing to remember during the summer is that “This too shall pass.”  If business has slowed down, that will change.  And if you take advantage of any of the five suggestions above, you’ll be the most prepared to prosper when it does…

If you found this article helpful, then you will love Mike’s bestselling book on what it takes to become a Top 20% producer: “The REAL Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.”  (Recommended by Jeffrey Gitomer!)  Get a Special Offer and read about it by clicking here: http://www.mrinsidesales.com/secrets_and_CD.htm

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance.

He offers a FREE audio program designed to help you double your income selling over the phone, as well as an internationally acclaimed FREE Ezine. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

Secret to Success? Focus on What You Want – Not What You Don’t Want!

by mike

Want to know a little secret?  One of the most powerful techniques you can use to ensure your immediate and continued success is to stay focused on what you want – and all aspects of that – and not to give in to worry, doubt, or to the temporary circumstances that might be happening right now in your life.  I know this sounds simple, but most people find it extremely hard to put into practice.

To start with, while everyone understands the importance of goal setting, and many of you may even have goals now, what usually happens after the excitement wears off is that reality settles in.  You may have a goal to earn a certain amount of money, or drive a different type of car, etc, but after you receive a few checks that seem to be about the same, or after you get back into your old car for a few months, have you ever found that you forget about your goal and just start accepting that things are probably going to remain the same?

Or have you ever attended a motivational seminar or read a motivational book and been fired up for a while?  Have you even taken some of the advice and written down your new goals or even taken some action on trying a new marketing plan or diet?  If you have, then you’ve probably experienced the kind of let down that comes from not making progress fast enough and of laying in bed at night worrying about your income or about your future.

In fact, let me ask you right now: “How much of your thinking is about what you don’t want to have happen or about what might happen if something you’re trying to accomplish doesn’t work out?”

The answer to that one question will always determine your ultimate success.  You see, the secret to all success is to be able to stay focused on exactly what you want regardless of how long it takes, or what else is currently happening, or what temporary obstacles might be in your way.  It is this single ability to stay focused, committed and always trained on the end result you want – no matter what – that will enable you to ultimately achieve any goal you can set.

So how do you stay focused on what it is you want when so much seems to be to the contrary, or your mind constantly says, “Yes, but….”?  Here are some tips that help me, and they might help you as well.

I remember when I wanted to upgrade my Nissan Hatchback to a Mercedes.  Well, at first I couldn’t afford the down payment, didn’t know how I was going to make the monthly payments, insurance, etc.  Instead of trying to figure all that out, I started with the thought, “If other reps in the office drive nice cars and they seem to be able to write enough business to afford them, why not me?”

That basic belief was the core driving thought that I always went back to when I had a bad sales day, or week.  Whenever my mind started to go negative on me with the, “Who are you kidding?  You a Mercedes?”  And so forth, I would always reaffirm what I could believe in – “If others could do it, I could do it too!”

After that, I strengthened my vision by going to a Mercedes dealership and test driving the car I wanted; I had the sales rep at the dealership take pictures of me next to my ideal car (in fact you can see that exact picture by clicking here and scrolling down a bit), and I brought all the brochures home that I could and kept them on my desk and looked at them often.  And then I wrote up an affirmation card and spent three to five times a day slowly visualizing how I felt now that I owned that car.

That combination – always combating any negative thoughts with a thought I could believe in – “If others could do it, I could as well” – along with constantly feeding myself the feelings of having accomplished my goal, enabled me to stay focused on what I wanted, rather than on what I didn’t have.

The result?  Four months after writing up my affirmation card and making the commitment to own the car of my dreams, I went back to the same dealership and bought the exact car I had been visualizing about.  You see, the manager drove that car and it was still available when I was ready to buy.  Coincidence?  I don’t think so!

So my question to you is this: What do you want, and what belief can you buy into that can become your default belief that will counteract any negative thinking?  And then what kinds of reinforcement tools can you surround yourself with that will keep you dreaming about how you’ll feel once you attain your goal?  These, coupled with an affirmation statement that you visualize several times a day, will keep you focused on what you want.

And once you do that, your goal will always become a reality…

What to Do When Asked Your Price

by mike

I get emails all the time and it’s great because I get real insight into what reps face day in and day out – and how they are dealing with it.  The email below is a perfect example of this.  I’m sure this rep isn’t alone in facing this kind of selling situation.  Read his email below and ask yourself how you handle it when a prospect asks you for your price:

Hello Mike,

I’ve listened to your CD set many times. You opened my eyes to disqualifying prospects. You’re right, “You can’t close unqualified leads.”

I sell life insurance and on occasion I will have someone ask me, “How much would an insurance policy cost me say for $25,000?” If I just tell them how much it costs then I usually lose the sale and it ends there.

After listening to your CD’s I think I shouldn’t be giving out the price. What would you say if someone asked you this question?

Thank you Mike

Rino R.

Canada

Rino, that’s a great question, and you’re right – you shouldn’t just give a price.  If you do, you’re giving away all control and leverage of the sale.  Here’s what you should do instead.  Just say,

“It depends.”

After that, it’s your turn to qualify and then decide, based on their answers, whether to give out a price or not.  You may want to follow that up with questions like:

“When are you looking to put a policy like this into effect?”

“Would you want to combine this with another policy?”

“How about your wife?  Does she have a policy?”

“What have you been quoted on this kind of a policy in the past?”

“Why didn’t you go with it?”

“What are you waiting for?”

“What is your price range on this?”

“What is your budget?”

“If I could get you a price that would fit your budget today, is this something you’d seriously like me to pursue for you?”

You get the idea.  Before you give your price, you must qualify for interest.

Now, if your prospect is just shopping and you get the feeling he/she isn’t serious about it now, then after you ask these questions and determine they aren’t ready, then instead of giving a price you should say:

“Well, as I said, it really depends on when you’re ready to buy the policy.  I’d give you a range of anywhere from $75 – $100 per month.  Tell you what, when you’re ready to look at some definite numbers, could I be the first person you call?”

And then get their contact info, any other buying information, and move on…

That’s the way to handle any inquiry into the price of your product or service.

Thanks, Rino, for your email and all the best!

If you found this article helpful, then you’ll love Mike’s NEW book of phone scripts, “The Ultimate Book of Phone Scripts.”  Get over 220 Brand New Scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more sales. Visit:  http://www.mrinsidesales.com/booklaunch.htm and get over $400 of FREE Sales Bonuses by Jeffrey Gitomer, Tom Hopkins and more!!

Do you have an underperforming inside sales team?  Talk to Mike to see how he can help you and your team reach your revenue goals.  To learn more about Mike, visit his website: http://www.MrInsideSales.com

The One Email Guaranteed to Get You a Response!

by mike

Ever had a client or prospect never get back to you?

If you’re in sales, then I know it’s happened to you (or is happening with several of your clients or prospects right now).

If you have ever find yourself in a place where you’ve qualified a prospect, sent information to them on your product or service, and then find that they just won’t return your calls or emails, then I’ve got a guaranteed email that will get you a response.

In fact, don’t take my word for it. Check out this word for word email I received last week from one of my readers who used this technique himself:

“Mike, just wanted to drop you a note and say thanks. I have been working the phone for 25 years and Stan Billue has been my hero for many of those.

You are now one of my hero’s as well. Just one tip I took from you about your ‘guaranteed email’ worked so well I needed to say thanks.

‘Should I stay or should I go’

I had a 30% response from a group of prospects I could not get on the phone a second time and did not want to chase. It worked like a charm and of the 42 responses I picked up 2 sales I would not have gotten otherwise.

I also made several people smile that day. Thanks again for the technique!

– Eric K.”

You’re welcome, Eric!

OK, so if you’re ready to learn and use this technique, here it is:

(Note: this email technique was one I learned last summer when I spoke at the L.A. Chapter of the AA-ISP. One of the participants shared it with us and I’ve been passing it along ever since!)

Subject of your email: “Should I stay or Should I go?”

“_________ While I’ve tried to reach you, I haven’t heard back from you and that tells me one of three things:

1) You’ve already chosen another company for this and if that’s the case please let me know so can I stop bothering you,

2) You’re still interested but haven’t had the time to get back to me yet

3) You’ve fallen and can’t get up and in that case please let me know and I’ll call 911 for you…

Please let me know which one it is because I’m starting to worry…

Thanks in advance and I look forward to hearing back from you.”

Is that great or what?? This works on so many levels including using a “Clash” song everyone can relate to in the subject line, to giving them options and an out in case they’ve decided not to work with you.

And, of course, you give people a reason to smile and that always relieves the pressure from the sales situation.

Use it this week and see for yourself how it works to get your prospects to get back with you and how it gets you deals. And then email me yourself with your results – I’d love to hear them!

Mike Brooks, Mr. Inside Sales Receives AA-ISP’s TOP 25 Most Influential Inside Sales Professionals in 2010 Award

by mike

LOS ANGELES, CALIFORNIA (15 May 2011) — MrInsideSales announced today that AA-ISP recognized Mike Brooks as part of American Association of Inside Sales Professionals Leadership Summit 2011 at an awards banquet held on May 11th at the Hilton Hotel in Minneapolis, Minnesota.

Mike started his career in the financial and securities industry as an investment broker, and quickly became the top producer out of 5 branch offices in Southern California.  Promoted to Executive Vice President of Sales, he developed a Top 20% Inside Sales Training program that doubled corporate sales of private placements from 27 million a year to over 58 million in 1988, and then more than doubled that again in 1989 – to total revenue of over 112 million.

“It is an honor to recognize Mike as this year’s recipient of The TOP 25 Most Influential Inside Sales Professional Awards. Mike has proven their dedication to growing the professionalism and performance of the inside sales industry, which is the mission of the AA-ISP,” stated Bob Perkins, Founder and CEO.  “We are confident that he  will continue to have an impact on this fast growing and exciting industry in the future.”

A complete list of companies and individuals recognized by the AA-ISP will be published on the AA-ISP website, go to www.aa-isp.org.

About MrInsideSales

Mike is the founder and principle of Mr. Inside Sales, a Los Angeles based inside sales consulting and training firm.  Mike is the best-selling author of, “The Real Secrets of the Top 20%” a book on how to double your income selling over the phone, and also publishes an internationally acclaimed weekly Ezine called, “Secrets of the Top 20%”. Mike works as an Executive Coach and sales trainer teaching the skills, techniques and habits of Top 20% sales performance.  He specializes in working with business owners who have under-performing outbound or inbound inside sales teams either business-to-business or business to consumer.

About AA-ISP

The AA-ISP is the only association in America formed and dedicated to advancing the profession of Inside Sales. It does this through promoting inside sales best practices and inside sales tips for business practitioners. It also promotes inside sales careers in what is already becoming the fastest growing segment of sales and marketing. For more information please visit: http://www.aa-isp.org.

The 5 Secrets of Great Vacations

by mike

Have you scheduled your vacations for this year? I have, and boy am I excited!!

After I did, I remembered an article I published years ago, and I thought about all the positive feedback I had on it. So I decided to reprint it here.

If you follow the advice I give, I assure you you’ll enjoy your work more and you’ll be more successful at it!

Here it is:

At a company I consulted with a few years ago, there was a manager, Brad, who would never think of taking a full week away from the office. "Much too much to do, and I don’t really need it anyway." He told me.

"When was the last time you did take off on a real vacation?" I asked.

"Heck, I can’t tell you. Got to be over six years." He said.

"Aren’t you burned-out?" I asked.

"Naw. I take three-day weekends occasionally, and there are holidays. I get by I guess." He answered.

On the other hand, a woman I’d been coaching at the same company, Mirna, who is now a Top 20% closer, had just returned back from her first trip to Hawaii. She took her three kids and her husband, and when she came back to the office, she looked like a new woman.

She was tanned, relaxed, excited and she was energized! She talked about the fun her kids had, about how incredible Hawaii was, and about how she couldn’t wait to go on her next trip!

Vacations are the key to staying energized, focused, rested and motivated. And when you are energized and motivated, you perform better on your job and are happier overall. All work and no play make Jack, well, you know the story.

But just like in sales, there are guidelines and "best practices" to ensure that you get the most out of your vacation. After years of perfecting the vacation, I offer, "The 5 Secrets to Taking Great Vacations" — enjoy!

Secret #1 — Schedule and pay for your trips at least six months or more in advance.

Don’t wait till the last month to take a trip because it will never happen. You will always be too busy. By planning, scheduling and paying for your trips far in advance, you’re almost certain to actually take them.

July or November or March will always come and if you’ve already paid for a trip — you’re going!

Benefit: When you plan that far in advance, you get to look forward to it for months! It’s a great motivator.

Secret #2 — Go somewhere special.

Make a list right now of the six places you and your family would love to go to. Then enlist their help! It’s a great family activity.

Next, pick one special or exotic place this year and — that’s right — book it now. Go ahead, buy the airfare, book the hotel and car and pay for it. And then, have everyone mark it on his or her calendar.

Benefit: Watch the attitude of your family change — for the better. Suddenly there’s something bright, fun and enjoyable you are all looking forward to. Gee, the kids sure are nice to be around again!

Secret #3 — Don’t return to work until Tuesday!

Even though you get back Saturday or Sunday, don’t go right back to the office. Give yourself time to readjust, run errands, and settle back in. Nothing ruins of good vacation more than going back to work the very next day. Vacation? What vacation?

Benefit: Taking Monday off is like getting another "bonus" vacation.

Secret #4 — Take at least one mini vacation per quarter.

Besides your large vacation, plan to take at least one extended weekend, holiday or other three or four day break per quarter. Hitch a Friday and Tuesday onto a Memorial Day weekend, and voila! — you’ve got a bona fide vacation using just two personal days.

Try to go somewhere on at least one of these, and spend the others around the house getting things done or just relaxing.

But all the previous rules apply: plan, schedule, and pay for it in advance!

Benefit: Even more to look forward to!

Secret #5 — Don’t work while on vacation.

Your vacation is exactly that — a vacation! Leave your laptop, blackberry, and paperwork at the office. Resist the temptation to check in with your office. This is your and your family’s time.

Train your sales manager, VP of sales, or assistant to handle all business while away. They will do fine without you, and it will all be there when you return.

Benefit: You will actually feel like you’re on vacation and you’ll enjoy it even more!

So there you have it — the 5 Secrets to Great Vacations. I guarantee that if you follow these rules, you will not only enjoy your life more, but you’ll be more productive at work as well.

Imagine that — more successful and happier!

When is your next vacation?

If you found this article helpful, then you’ll love Mike’s NEW book of phone scripts, ?The Ultimate Book of Phone Scripts."  Buy now and get over $500 worth of free bonuses from top sales trainers like Tom Hopkins, SalesDog, Stan Billue and many others by taking advantage of this Special Offer: https://mrinsidesales.com/booklaunch.htm  Find out why Brian Tracy calls this the best book on inside sales available today!

Do you have an underperforming inside sales team?  Talk to Mike to see how he can help you and your team reach your revenue goals.  To learn more about Mike, visit his website: http://www.MrInsideSales.com

The Biggest Mistake Sales Managers Make

by mike

If I were to ask you what the most important thing a sales manager can do to drive business, what would your answer be?  Hire the right reps to begin with?  Properly train them? Keep them motivated?  Help them close deals?  I’m sure you thought of these and many others, but I wonder if you thought about the one activity I’m going to share with you today.

That activity is to monitor and ensure adherence to best practice selling techniques.  You see, in  a nutshell, a sales manager’s job is to give his/her team the most effective core selling skills or best practice techniques, and then monitor to make sure their team is using them on each and every call.

It’s like a professional sports coach.  What do they do?  They design the best plays and then coach each athlete to use the best techniques and skill sets on every play.  That’s why they study and break down game film so much.

It’s the same with recording calls.  As sales managers your most important job is listening to (monitoring) your sales reps during the sales process to make sure they are using the most effective skills.  The bottom line is that if they aren’t making their numbers, it’s almost always because they are delivering poor presentations to unqualified leads.  And that is a direct result of not using best practice core selling skills.

So…the biggest mistake sales managers make is monitoring and measuring the results (the revenue numbers) rather than the sales process itself (the actual skills used to drive those results).

If you want to improve the sales performance of your sales team, then you need to stay focused on and monitor what is driving those results – what your reps are saying and doing during their qualifying and closing presentations. 

And here’s how you do that:

Start scoring adherence to your scripts (or outlines or presentations, etc.).  Break down each script into sections and assign a number value to them that add up to 100.  Then listen to the recordings of your reps and score their adherence to following the script.  Anything under a 90% adherence and you’ve got work to do. 

Bottom line – by staying focused on the most important part of the sale – adherence to best practices – you?ll avoid the biggest mistake most sales managers make, and in turn you’ll become one of the few managers whose team actually make their revenue numbers. 

How great would that be?

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Do you have an underperforming inside sales team?  Talk to Mike to see how he can help you and your team reach your revenue goals.  To learn more about Mike, visit his website: http://www.MrInsideSales.com