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High Performance Selling
There are four things you can do to achieve a measure of high-performance in your sales career.

Other high performance selling Related Articles

Sales Tips for Technical Professionals
In today's competitive high tech markets it is very common for technical professionals to find themselves in a selling role. If you are a high tech professional, it may not be enough to be skilled in technical areas. You may be required to become involved in marketing and sales arenas. If this is the case, it becomes essential to develop proficient selling and relationship skills. This article will explain why high tech pros are actually well suited for sales. The challenge is learning how to sell and believing you can do it. Here are a few tips to help your transition into sales and marketing
Why Selling is so Important to Entrepreneurs and why Most Entrepreneurs Don’t embrace Selling.
Selling is one of the most important skills an Entrepreneur will ever develop. Being an entrepreneur myself I know this first hand. Even though selling is a critical skill most entrepreneurs avoid it like the plague. There is a very simple reason for this. Read on and you will discover why most people avoid sales and how to learn to love selling. When you think of a salesperson what do you think of? When I ask this question of my seminar audiences here are some of the answers I get: Manipulator, high pressure, are twisting, liar, in it for themselves, and no integrity. No wonder most people resist selling.

Finding the Flow
Racing cars has long been a passion of mine. I love high-performance cars like I love high performance people – riding the edge, where life is focused, energized and precise. Over the years, I’ve realized that days at the race track can be perfect opportunities to discover fundamental rules of high personal performance, in any realm. A few months back, I had a really rough day on the track. I was fighting the car and making a lot of mistakes. Instead of feeling inspired and skilled, I went home tired and frustrated. What was going on? Had I lost my passion? Was it time to get my thrills another way? I gave it serious consideration, feeling a lot like my clients who had lost the passion for their business.

Building better performance expectations
Ask yourself: on a scale of 1-10, 10 being high, how effective are the staff in the business? Chances are you will offer a number between 6 and 7. If extra effort is put in by the leadership that can be lifted to perhaps 7.5 maybe as high as 8 for short periods, then when the extra effort stops, as it must, performance slides back to where it was that is about 6.5. Our research states that 65% is about as good as you will get with the current set of performance and HR tools; to achieve consistently better staff performance, without extraordinary leadership efforts requires much better thinking about how staff are supported to be successful and perform as well as they are able.

Permission to Succeed
Our people know how to 'maintain' but are often never taught to win. Create maximum performance by creating an environment whereby high performance is the standard
High-Level Decision Makers
HLDM. What is it? A new drug to counteract high cholesterol? The latest high definition, plasma TV technology? Not at all. HLDM stands for High-Level Decision Makers. And contacting HLDMs can improve sales performance probably more than any another selling tactic.
Creating an effective sales performance management system
Following on from last week’s article about managing and measuring the right things in sales, I thought it would be worth looking at some of the key principles for effective sales performance management systems. The first place to start is to align your sales performance management system and subsequent key measures to your organisation’s strategy and goals. It’s then the job of the CEO and the Sales Leader to ensure the organisation (that means everyone else who supports the sales effort) is aligned to the sales performance management system. When this dimension is in place the organisation is best placed to sustain high sales performance.
Creating Emotionally Intelligent Teams
Teams are the most common business unit for high performance. Although the word gets used loosely and not always appropriately, there is universal acceptance that teams create opportunities for high performance results. A team's performance includes both individual results and collective work products, yielding sums greater than its parts. True teamwork promotes individual and collective performance. Effective teams value listening and communicating, sharing work responsibilities, provide support and can make work more social and enjoyable. Members are supportive of one another and recognize the interests and achievements of each other. When they are working the way they should, they are incredibly effective in achieving high performance results.
Increasing Sales and Productivity: Action and Fundamentals
I recently surveyed dozens of sales managers about tools and solutions they use to help their sales teams be more productive and successful in selling. When I analyzed these expert sales managers’ feedback, the key ingredient or “secret” to high sales productivity is ACTION! Another important aspect of success and sales performance is focusing on the fundamentals.

Change Checkpoints and Improvement Milestones
Many paths lead to higher performance. The high performance route is individual and unique for every person, team, and organization. There is no one or best way. What works for me, or anyone else, may not work for you. We can't follow someone else's path. We need to blaze our own trail.
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