Cycle sale for management

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[Music] welcome to day one of the sales cycle management audio reinforcement program I know that some salespeople tend to be more analytical than others some tend to be more outgoing and gregarious than others some tend to be more open and flexible than others and it isn't necessarily better to be one rather than the other but when you think of the most common positive characteristics of salespeople what words come to mind it's not much of a stretch to say that most salespeople tend to be outgoing confident flexible and enthusiastic they're the classic people people with an easy smile firm handshake and great conversation skills they're also often humorous spontaneous and risk-takers they almost have to be selling by its very nature isn't a career for those who want a guaranteed living it's for those who are willing to reach for the Brass Ring Of course these are generalizations but for the most part we can probably agree that this is a pretty good representation of the majority of salespeople now in addition to these positive characteristics many salese have characteristics that could be described as as less than positive not speaking of anyone in particular but salespeople in general when it comes to organization and planning the average or typical salesperson is less structured than they probably should be salespeople tend to hate paperwork to resist formal plans or structure that they feel has been imposed upon them they're often not well organized they'd rather talk than write and they're easily bored by routine repetitive tasks now that doesn't mean that all of these salespeople think of themselves as organizationally challenged some prefer to think of it as living in the moment with the description I've just given in mind what would you suppose is the kind of sales training most salese are naturally drawn to the most popular training for salespeople includes people skills training such as verbal communication listening skills establish ing rapport with prospects in addition motivational programs delivered with passion humor and enthusiasm are always wildly popular there's nothing inherently wrong with this but these programs do typically address topics in which salespeople are often naturally competent already they're preached to the topic of this volume sales cycle management see it even sounds dull but the results are anything but dull some of the latest research on sales methodology shows that fewer than 12% of sales people have a specific plan including a predetermined advancement objective for each and every sales call they make every phone call every meeting