Is there a Silver Lining or Another Dark Cloud in 2017?


Will 2016 repeat itself in 2017 for Sales Professionals? Oh no! If you achieved your sales goals in 2016, congratulations. For others, it’s been a challenging year. According to Kiplinger Washington Editors, GDP for 2016 limped along at 1.4%. Slowing Asia growth and Brexit fears have created weak demand abroad for US-made durable goods. The year 2016 has been a challenge The election year has been a distraction, forcing many companies to wait and see who gets elected and assess what the new administration’s agenda will be. Certain sectors have gotten whacked. Oil and gas exploration bottomed out. Agriculture commodity prices dropped which have squeezed margins for many farmers. Brick-and-mortar retail sales have been sluggish with lots of overstocked inventories. Healthcare premium rates have increased from 10% to 25% on average. The stock market reached record highs, but for many investors the returns have been lackluster. Now that we made it through 2016, what’s in store for you in 2017? No need to sweat! The indicators for 2017 are looking good US economy ramps up at a 2% growth pace. […]  Read More

Paul Participates In the Mannequin Challenge

Some of you may have heard about the newest internet trend, the mannequin challenge! The challenge involves groups of people to pause mid-action during various activities to create a unique video in which participants appear to be frozen in time. Foxx Life Sciences partnered with Paul Cherry to participate in the challenge! Can you spot Paul and his book, Questions That Sell?  Read More

Free Webinar — Identify the GAP to Propel Sales Team Performance in 2017


Date: Thursday, Dec 8, 2016 Time: 3:30 pm – 4:00 pm EST  (12:30 pm PST) Speaker: Paul Cherry Register Now It’s a new year, a fresh start, which means we can soon put 2016 behind us. But now’s the time to get your sales team charged up so they can hit the ground running and make 2017 their best year yet. What’s the best way to get your sales team pumped up for 2017? Give them a pep talk? Entice them with an “extra carrot”? Jack up performance goals? Tell your team to “do it or else”? The answer… “none of the above” Join Paul Cherry in this exclusive (free) webinar as he shares with you how to motivate your sales team using the GAP Conversation Tool. A four-step process, the GAP Conversation Tool allows you to quickly and easily engage your sales team on how to: Encourage them to set high performance goals. Develop clear and concise action steps to achieve them. Recognize any potential barriers that could impede their efforts. Plan and strategize to ensure the right outcomes.  Read More

What You Need to Know About Today’s Millennial Sales Force


One of the first lessons of sales is to know who you are selling to. This lesson applies just as well in the training room when onboarding new sales staff. If your sales training curriculum hasn’t been updated since the 20th Century, it will be about as useful as a floppy disk. The Millennial generation is taking the workforce by storm, and forcing change in nearly every corner of the professional world. As you rewrite your training curriculum, you should have a clear picture of who Millennials are, how they interact with the world around them, and most importantly how they learn. We’ll look at some important information about the Millennial generation, and offer some tips for designing your training curriculum to make the greatest impact. Understanding the Millennial Generation Demographics Though no official definition exists, the Millennial generation was born between 1980 and 2000 to Baby Boomer and Generation X parents. In terms of general population statistics, Millennials have already overtaken Baby Boomers as the largest generation in the country, with the U.S. Census Bureau putting their total number at […]  Read More

8 Must-Have Qualities for Achieving Sales Success


What’s the secret for achieving sales success? At Performance Based Results, we interviewed 400 highly-experienced business-to-business sales professionals and identified eight qualities you need to look for in coaching a current sales rep or hiring a new candidate, to achieve maximum sales results: 1. Be Persistent in Sales Without Without Being Pushy I call it creative persistence. There’s a fine line between persistence and pushiness, and a smart sales professional knows how to toe that line. When good salespeople meet an obstacle — unreturned phone calls, no response to emails or texts — they don’t give up. But they don’t make pests of themselves, either. Such a person will find ways to reconnect before that opportunity withers away. It’s not just a matter of leaving call after call in his contact’s voicemail. In order to connect, he’ll try new tactics such as engaging the “gatekeeper,” the executive assistant or a fellow sales rep within the organization. He may even show up in person at unconventional times during business hours — like super early, before work starts, or right at closing time — or even send a text on a Saturday morning. When great salespeople reach a sales stall, they […]  Read More

Warm-Up Questions for Cold Calls

warm-up questions for cold calls

Asking great warm-up questions during a cold call meeting is a valuable technique in establishing a new business relationship with a prospect. You’ve scheduled your first meeting with a new prospective customer! You’re hoping for “beginner’s luck,” eager to make a stellar first impression—but what’s the best way to make that happen? Do you jump right into questioning if your prospect knows little, if anything, about you? How do you provide background on your company without falling into the sales pitch trap? You want to quickly set the stage and build credibility, otherwise your prospect may ask herself, “Why am I wasting my time with you, loser?” Avoid small talk – get to the point It’s tempting to try warming up with small talk about the weather or an interesting item in your prospect’s office—but that can backfire if you’re not careful. I knew a salesman who discovered in advance that his prospect liked the game of cricket. He studied the sport so closely, he was able to engage his prospect in a lively 45-minute conversation. Unfortunately, after their cricket chat, the […]  Read More

How Good Managers Can Hold Employees Accountable


In order to be a good manager, you need to hold employees accountable. Accountability is still one of the most important aspects of sales management. Unless you hold your employees accountable to some measurable degree of success, your business will plateau and remain stagnant. Recently, Jeff, a sales leader from one of our top clients, stated that he was happy with our management training workshops from 6 months earlier. But Jeff felt his management team needed a “jump-start” session to break through a lack of motivation. Through application of our (Sales Bridge) Motivation module at Performance Based Results, we established that Jeff did not effectively communicate to his management team what was expected of them. His team had no clear performance objectives or standards to follow. Managers fear confrontation to hold employees accountable Let’s face it, frustrated managers like Jeff are trapped in a maze of accountability. They would rather put up with mediocrity than make waves with employees. Interpersonal conflict can be nasty and unpleasant. They’re terrified that if they push their people too hard, they’ll quit, and then they’ll have to find […]  Read More

Getting Employees to Meet Deadlines without Nagging


Help employees meet deadlines. Stop missed deadlines from the start. Create a game plan. Get past lame excuses. Ask proactive questions to get employees to take ownership for their projects, and learn to follow through. Employees and sales reps not meeting deadlines is a major factor in low sales team performance. As a leadership coach, exasperated supervisors and sales managers often plead with me to supply effective methods to improve employee time and goal management skills. Take a look at this scenario with Heidi and Rodney Heidi is the team leader. Rodney is a project coordinator on her team. Rodney is called into Heidi’s office. He could tell immediately by the look on Heidi’s face that she was struggling to keep her composure in check: “Rodney, I thought we agreed three weeks ago to get this project finished by now. Now I’m hearing it’s nowhere near ready. What gives?” Flustered, Rodney says, “I’m doing the best I can, and I’ll get to it as soon as possible.” When someone like Rodney makes a habit of postponing certain tasks, procrastinating on his to‑do lists, and failing to meet agreed-upon objectives, it’s maddening for the superiors like Heidi […]  Read More