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How to consistently overachieve

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Feeling slammed? Let me guess: You’re under intense pressure to meet your monthly numbers, it’s impossible to keep up with your reports, you’ve got open territory, your new-hire is struggling and all this new technology is overwhelming. Does that about cover it?

You can add one more: Your customers are changing. Securing a spot on their calendars is becoming increasingly difficult. They sometimes disappear into a black hole for months on end. And they’ve upped their expectations while remaining fixated on the bottom line.

Your salespeople keep complaining that it’s virtually impossible to stay on top of it all­, and you feel exactly the same way. Trapped in a never-ending cycle of increasing demands and constant change, you wonder if you and your team even have the capacity to be successful.

In today’s constantly evolving sales world, your learning agility is now crucial to your success. By this I mean your sales team’s ability to quickly:

    • Assimilate new information,
    • Pick up new skills,
    • Respond to evolving situations and
    • Find new options when stuck.

Today your salespeople are your competitive differentiator. Those who constantly bring fresh ideas, insights and information to their prospects and clients will win the business. That means they need to be knowledgeable in so many more things. Unfortunately, most aren’t ready for this. They’re simply not good at learning.

As a sales leader, you need to guide your team through this trying time in the world of sales. It’s your ticket to success. With the right strategies, you can turn your struggling sales team into agile learners who can bust their quotas again and again.

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Jill Konrath is the author of SNAP Selling, Selling to Big Companies and Agile Selling. If you’re struggling to set up meetings, click here to get a free Prospecting Tool Kit.


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