Thanks to my buddy, Eric, I was able to have dinner with a Jack Daly and watch his presentation on Friday. He reminded me of a few things:

The Peter Principle in action: If you take your best sales guy and make him a manager, he will fail. Sales folks are instant gratification types; sales managers are not, because there is little satisfaction in coaching, teaching, managing. Also, you will have lost the revenue stream he is delivering.

Does everyone in your company buy into the Vision of the company?

Sales people need to have a passion for what they sell, excited to go out and sell it, or they will fail. Sales is the transfer of this emotion:  “I have a great service that will most definitely make your business better. I won’t stop until you buy it or believe you are too dumb to get it.”

Minimum standards of performance have to be negotiated with each salesperson.

Sales is 100% mental!

Recruit for skills but hire on attitude. (Hire slow, fire fast)

Here are some tips I have gathered from others on selling in tough times.

Top Tip:  Stay Close to Your Best Customers!

From Keith Rosen:

I.  Isolate the objection
G. Gain permission to have a dialogue.
O. Offer solutions or new possibilities.

Sandler’s Why Salespeople Fail (e-book for no charge):

How to Sell Anything by Jim Connolly

Are you utilizing Referrals and Video Testimonial? (LinkedIn Recommendations?)

Not everyone is going to buy, but if you are selling on value and still not closing enough, perhaps you need to look at your Enrollment process. The Enrollment process is how you enroll prospects into the client fold of your consulting practice. In today’s economy, your enrollment process has to be fine tuned.  It is all about having a conversation about Their agenda and goals - and then how you can deliver value.