Monday, November 21, 2016

Happy Thanksgiving, Take Time Off From Selling!






Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.

Monday, November 7, 2016

It’s in the Numbers: Building High-Performance Sales Teams Through Data Analytics


 
Data-Built Sales Teams

While every organization has a different set of metrics to define success, there are things you can do to use data analytics to build a more successful sales team. The following can help you get started:

1. Leverage assessment tools. Personality tests such as Myers-Briggs have been around for decades. But there’s been an explosion over the past few years of new assessment tools that can help identify a person’s natural tendencies. They provide insights into whether a recruit is up to the task at hand. Will the candidate like the job? Will he or she be successful in the role? Using these kinds of assessment tools is critical to your recruiting efforts.

2.  Refine candidate profiles. After hiring your first wave of recruits, make small changes to your assessments based on your top performers. Keep in mind, though, that you don’t necessarily want a homogeneous group of people. Differences in skills and personalities can boost productivity and improve the bottom line.

But staff performance can provide further insights into where to direct your recruitment efforts. You have a better idea of the types of people who won’t be successful in the role or at the company. Adjust the evaluation process to reflect this.

3. Build custom coaching plans. Assessment tools are critical in not only hiring, but also managing employees. On day one, you have many of the necessary insights to build a more effective coaching plan. You know what will resonate with the candidate and how he or she would best be coached.
Take our coaching plans, for example. They’re based on behaviors we’ve identified as essential to succeed in each sales role. Let’s say a new hire isn’t comfortable in a certain area. We can monitor his or her behavior closely and work on building comfort in that area. It’s all about supporting the person throughout the training process.

4. Involve sales managers. HR is crucial for identifying prospects and conducting initial screenings, but that’s where its role should end. Sales managers tasked with managing these people need to make the final call.

Don’t, however, assume they know how to conduct interviews. Make sure sales managers recognize the importance of asking questions related to job performance. Provide a list of desired skills and attributes. Develop a series of interview questions. Even go so far as building evaluation sheets, making it easier to compare candidates.

Over time, you might find that certain sales managers excel at the interview process. You can rely on them to conduct the final interviews for those sales managers who aren’t great at picking new hires. Just make sure everyone is aligned in finding people who will fit the role and the organization.

5. Make trainers part of the ecosystem. You don’t want to think of training as a separate department — one that comes in, trains, and disappears. These people will spend the first critical months with your new hires, so they should be a part of the sales management infrastructure.

Utilize trainers all the way through the life cycle of a salesperson to make sure you’re focusing on what works and doesn’t work for that individual employee. Look at it from a coaching perspective, always working toward improving the skills of your sales force.

In our experience, a high-performing sales team should have at least two-thirds of its members meeting or exceeding sales quotas. By using assessment tools and predictive analytics to identify the right candidates and develop a training program around them, you’re well on your way to improving your bottom line.



Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.

Friday, October 21, 2016

26 Colorado Communities Will Vote on Building Their Own Fiber Internet Networks

Coming up Tuesday, November 8, 26 separate Colorado communities will vote on whether their local governments should build high speed fiber internet networks to compete with or replace big telecom internet service providers. So-called municipal fiber ballot initiatives have become an annual tradition in Colorado, as roughly 100 communities have voted on measures that provide legal cover to governments who want to build new networks.

The initiatives are required under a SB152, a law enacted in 2008 after several lobbying efforts by CenturyLink made it illegal for municipalities to provide fiber internet to private premises without first obtaining permission in a ballot measure.


Article Link

Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.

Friday, October 7, 2016

Five Easy Phone Sales Tips That Will Lead You To Quota




Link To Marc Wayshack Sales Tips



Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.

Friday, September 30, 2016

Top Sales Prospecting Tips

1. Vary your approach and method. Know your scripts, but go easy. A script is just a testing tool, not a final approach to relationship building. Be a friendly person first because people may find talking to a realtor boring. A warm introduction, maybe a comment on weather and economy to gauge their mood, then tell them your call is short and to the point – do they know anyone in their neighborhood, and about their family and friends that might be moving, BECAUSE, buyers are very eager to buy and you’d like to help them get a better price. Those are legitimate reasons.

2. Segment all your prospects into relevant groups (hot, cold, buyers, sellers, advocates,mortgage agents, home services, etc) so you can develop unique approaches to each and have unique value for each. Think about how you’ll describe and present your unique value proposition for each type of prospect or advocate.

3. Coach your advocates and give them support – the people who may refer business to you sometimes need a little guidance if they have a hot lead. Tell them how to present you to them. Find out why they’re buying or selling — what’s the payoff for the person? With that knowledge, you can explain to your advocate how you’re relevant. With a little purpose, your advocate will make you look good, as opposed to you being part of an offhand comment.

4. Relax — if you can afford it, you might want to consider getting a massage before you do your prospecting on the phone — you’ll appear friendlier, less threatening, more trustworthy, and more fun to talk to. Call them with a smile on your face and with your goal being networking, enjoying the moment, and finding good prospects. Sales comes later. Right now, you’ve gotta be thinking people and fun.

5. Set aside 3 hours every day for phone calls to generate interest, gather information and make appointments. Build a positive attitude toward prospecting, that it’s the most important part of your day.

6. Forgive prospects who waste your time and forgive yourself for wasting their time — this helps you to avoid guilt and other feelings that’ll weigh you down

7. Remind yourself often that what you’re doing is important. You’re helping people achieve their dreams and that’s more important that anything they’re doing right now. Their friends and contacts should be glad you’re in this to help them.

8. Spend more time with your hot or top prospects — when you’re getting close, keep in touch and always be ready to offer help, information, and support for their decisions

9. Have more value to offer — the more value you have to offer, the less likely prospects and advocates will consider you irrelevant. They’re not rejecting you really, you’ve failed to provide value in insight, help, and support. How about mentioning the mortgage calculator on your website, the great mortgage agent you know who could save them money, or renovator/designer who could help them with a quick remodel to lift the selling price?

10. Use consultative selling techniques to find every person’s most important needs and hurdles — be the person who creates a path for everyone to their dreams

11. Spend your face to face time wisely by discussing the buyer/seller’s dreams – find out what their success symbols are and their favorite places to visit. Whether country or city, new home or old, the faster you find out what they want, the more likely they’ll choose you.

12. Calculate how much prospecting/phone time and marketing effort it took to generate a successful lead.

13. Keep in mind what buyers and sellers really want — a better lifestyle and ask them what their key priorities are as they begin to plan for their purchase/sale. In the end, it’s all about lifestyle and knowing what it is they’re really after is vital

14. Study up on a new community that you haven’t explored and become an expert on the lifestyle value of that community

15. Ask prospects what’s holding them back and ensure you develop a list of responses to help

Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.

Friday, September 16, 2016

LinkedIn Sales Navigator Top Tips and Training!



Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.

Saturday, September 3, 2016

World Technology Statistics











Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.