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Sales Answer Man: Should You Spend More Time with Less Experienced or Seasoned Sales Professionals?

Question Dan, what tips do you have on managing less experienced sales professionals versus seasoned sales professionals? Sometimes I feel like I’m spending too much time with the less experienced and not enough time with the seasoned ones.  Answer You have probably heard of the 80/20 rule in sales. That is: 80% of your salespeople produce only 20% of the revenue. If that’s not enough, management tends to spend 80%…

Sales Answer Man: How Do You Eliminate Working on the RFP You Won’t Win?

Question My company is regularly asked to participate in RFP (request for proposals) by companies soliciting our type of consulting services. While we spend a lot of time into these proposals, we rarely win these opportunities. Do you have any suggestions? Answer Most people reading this article will expect me to focus on how to close more of the RFP (request for proposals) you described. The better question is: how…

Sales Answer Man: How Do You Retain Clients for the Long-Term?

Question: While it’s important to continuously prospect, what advice do you have for retaining clients for longer periods of time? Answer: What follows are three simple ways to keep your clients long-term. Surprise Them! Just like any long-term relationship, the key to retaining clients is to not take them for granted. So how can you surprise them from time to time? One way is through giving them referrals. When a…

Sales Answer Man: How Can Influencers Help With Referrals?

Question: I have been meeting with centers of influence on a regular basis. Our goal is giving and receiving referrals from one another. What advice do you have on making the most of these meetings? Answer: Kudos to you for meeting with centers of influence as a referral source. Many salespeople mistakenly think only clients can provide referrals! By definition, a center of influence is someone who is well known…

Sales Answer Man: Why Partner with An Agent?

Question: I am an established agent with a national insurance company.  While I am clear about my strengths and weaknesses, any advice on how I can take my business to the next level, by partnering with another agent?  Also, any ideas how to efficiently find the right partner? Answer: Congratulations on succeeding in a business where many agents don’t after the first year. I get the feeling you are open…
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