Full Spectrum Advocacy

30/06/2017 08:09:00

Behavioral Sciences and Research Press Inc. unveiled a new on-line psychological test to help companies take the guesswork out of hiring top producing salespeople. The new instrument, SPQ*GOLD/Full Spectrum Advocacy, measures competencies uniquely linked to high performance in sales.


13/03/2017 00:00:00

Are you a Manager? Do you have a person who makes fewer phone calls than the rest of the team? It can depend on the fact that they suffer from Sales Call Reluctance. It is impossible to understand which of the 12 different types without a proper evaluation.

How difficult is it to recruit Sales people?

27/02/2017 00:00:00

What if you could measure the Candidate Sales Skills before starting the interview process? What if you could get the answers to three fundamental questions?

The sunset of a company

13/02/2017 00:00:00

How do we know that a company is collapsing? First of all - ask yourselves: Are we satisfied with the Sales results? If the answer is "no" I suggest analyzing the Sales Call Reluctance of the Sales Managers and Business Developers at the company before the ship sinks. My advice is not to sit around and watch but to...

Do you have a Doomsayer in the team?

16/01/2017 16:37:00

Can't doomsayers sell, then? Yes, they can. They can also be successful Sales people, but they will not take risks. They would prefer using a sales style that is based on uncovering the customers needs and they would like to follow a certain script.

Why imitating others doesn't work in Sales

02/01/2017 00:00:00

Starting selling can be tough. Some companies don't invest much time ton coaching new Business Developers, but they use the same routine for all new hires. They are told what to say, how to say it and given a script. Some are given a coaching session on how to handle objections.

What fears might your kindest team member be hiding?

09/12/2016 00:00:00

The perfect team member might be hiding their own fears, for you and for themselves. Keep an eye on the performance. How long are the calls? How many leads do they generate? Also listen in to the calls. What do they talk about? Do they talk about business or about kids, food or the latest technology on the market? The...

How much do you spend on coaching and training?

14/10/2016 00:00:00

Coaching and training are fundamental. You cannot have a person sell without them knowing how to do so or having enough information of the product/service they are supposed to sell. It is important to keep coaching the personnel also when they are up and running.

What if you hire an angry Sales Manager?

06/10/2016 00:00:00

Recruitment is not always easy. When you hire a manager you have to make sure that it is a person who can lead, take decisions, make the customers happy, but also the staff. Not always an easy decision.

Before the call – Do you prepare or over-prepare?

18/09/2016 00:00:00

We need to pay attention and understand the difference between the Over-Preparer and the person who simply needs to have enough information to make a good call. A Sales Person who wants to be able to understand a client or prospect and introduce a product or service to them should be prepared to talk about the offer.