In Closing

How to Close Out the Quarter Strong Ready for this year’s 2nd half of the game?

This is the time of the year when sales professionals get themselves all prepped up to have a great second half. Today’s awesome guest is Jonathan Farrington who brings us a lot of great value, especially with our discussion today.

An international sales celebrity, Jonathan is the CEO and Founder of Top Sales World. He is also a keynote speaker, business coach, and mentor who has worked with over 100,000 sales professionals to improve their craft in sales.

Here are the highlights of my conversation with Jonathan:

Invest in a sales team

Why are only 40% of sales people on track for their quota?

  • Reduction in the amount of companies investing in their sales teams
  • The need for learning new selling techniques and selling styles regularly

Why invest money into a sales professional if they’re about to leave?

  • No one will leave if they are well-compensated, given proper praise and recognition, and given proper responsibility

 

Learn the key motivators of each sales professional in your team

  • Different people are motivated by different things – money, praise and recognition, a good relationship
  • Achievement as the main motivating factor

 

The Formula of Successful Salespeople:

  1. Attitude

Successful salespeople are driven.

  1. Skills

Most successful sales folks are incredibly competitive and they enjoy playing competitive sports.

  1. Process

Self-process gives that control.

  1. Knowledge 

Know your company, products, and yourself. Be multi-lingual. Be comfortable talking to recommenders, technical buyers, and all the way up to the C-level.

Why some people can’t perform…

  • Poor sales team = poor sales manager
  • Sales managers should always be coaching to improve their team’s skills.

Bonus tips from Jonathan:

  • Surround yourself with people better than you.
  • Accept responsibility for your development.
  • Work with the mantra: “If it’s to be, it’s up to me.”
  • Take advantage of available resources.

“There is no excuse for anyone not working hard to increase their education and improve their skill sets.” – Jonathan Farrington

Jonathan’s Major Takeaway:

  • Be relevant. Only around 20% of salespeople worldwide are using social media. With social media, there is so much opportunity to gain access to your audience.
  • Keep up-to-date with your existing accounts.
  • You can still find new business from existing accounts.
  • Customer retention and account management & planning are critical.

Get in touch with Jonathan through email at jf@topsalesworld.com

Episode resources:

Top Sales World

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