Last week, we asked: Have you ever hired a sales representative, only to have that person decide to stay with his or her employer?

• Yes: 53.85%
• No: 46.15%

The near 50-50 split in this week’s results is exactly what I expected, as this happens more often. That’s the reason as part of the recruiting, interviewing and negotiating process, you have to be cognizant that the sales representative might be interviewing with the intent of competitive research versus making a change. When you really like a candidate and the timing is right in the courtship, ask whether you can speak with some folks at his or her company. See what reaction you receive — it should tell you the person’s true intent.

Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.

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Last week, we asked: Do your long-standing team members have trouble selling new products?

• Yes, but only sometimes: 46.81%
• Yes, almost always: 27.66%
• No, almost never: 25.53%

Not surprised by the “Yes” result this week. Why? Because most long-standing team members have their sales processes established. When a product is rolled out, they continue to sell products they know; the new product becomes an “Oh, by the way” discussion after they are finished selling long-standing products.

While it might seem easy to blame such salespeople, the problem is typically caused by insufficient sales leadership and training when a product is rolled out. Product training is not enough — sales leaders need to teach their teams how to incorporate the new product into their established sales process. When properly trained, they can lead with this product and include it as part of a larger sale or more integrated solution.

Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.

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On Dec. 14, we asked: Are you using content to help attract customers and close sales?

• Yes: 68.57%
• No: 31.43%

I expected a huge “Yes” response. We all know it’s what we should be doing, so you probably felt pressured to say “Yes” even if you aren’t doing it. Content has never been more important to the sales process. In 2012, make a commitment to develop meaningful content that helps you connect with customers. Don’t be afraid of content building — small chunks are fine and are about all our mobile society has time for these days.

Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.

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Last week, we asked: Have you ever made a hiring mistake because you were desperate or rushed to hire too soon?

• Yes: 84.78%
• No: 15.22%

Just like you build a plan to make your revenue goals, you need to build a plan to develop your bench.  Why is this so critical? So you’re not held hostage or pressured to keep an under-performing salesperson and/or scrambling to fill a sales position if someone leaves.

Increase the odds you will implement a successful hiring process by having your candidates make a sales presentation to you.  This will help you better evaluate their abilities than a simple Q-and-A session and reference check.

Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.

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Last week, we asked: Have you finished your planning for 2012?

• No: 83.02%
• Yes: 16.98%

This time of year is crunch time — you have to ensure you are meeting current-year goals while at the same time laying out next year’s plan. Ask yourself these questions as you go through the planning process:

1. What macroeconomic trends will affect our business in 2012?
2. What industry trends will affect our business?
3. How can we position ourselves to outperform the projected industry growth rates?
4. What can I do to support my sales team in meeting their goals next year through training, research/data, marketing tools, etc.?

Answers one to three will drive your plan. Answer No. 4 will drive your success.

Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.

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Last week, we asked: How would you rate your use of CRM data?

• OK: 34.48%
• Terrible: 31.03%
• Not so hot: 20.69%
• Great: 13.79%

I have to say I was surprised that more than 10% of you said you are doing a great job using data on customer-relationship management. Most companies I work with are doing a good job of collecting data but are not leveraging that data in their strategic decision-making process.

No matter where you are, I urge you to ensure sure you are measuring quantitative and qualitative indicators. Look beyond the numbers and track how you are connecting with customers and how they feel about their relationship with you. Then, use that information to build stronger relationships that can withstand competitive pressures.

Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.

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Last week, we asked: How is your sales department’s relationship with your company’s marketing department?

• OK: 35.34%
• Great: 25.86%
• We don’t have a marketing department: 20.69%
• Not so hot: 14.66%
• Terrible: 3.45%

While these results are pretty typical, I wish there were more of you who could answer “Great.” The alignment of a company’s  sales and marketing departments is critical to attaining its goals. The marketing department has responsibility for developing sales tools that support the sales process.

When there is alignment, marketing works with sales to understand that department’s front-line experiences — what clients are saying, what end users are saying, etc. — so tools created are stronger and more relevant.  When marketing and sales are “joined at the hip,” this synergy creates better pipeline development, better sales presentations, better proposals and a better close ratio.

Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.

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Last week, we asked: Do you work over the weekend so your can hit the ground running Monday morning?

• Yes, often: 39.75%
• Yes, infrequently: 21.12%
• Yes, always: 19.88%
• No: 19.25%

A concept that resonates with sales leaders and salespeople I train: “Plan your work, and work your plan.” Put a plan in place that enables you to maximize your productive selling time as well as manage service and reporting aspects of your job. Some people prefer to do this Sunday night; others prefer to work after business hours during the week. As long as you and your salespeople have the right components in the plan, when you prepare and execute that plan can be determined by your work style and sales personality as they relate to time and territory management.

Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.

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Last week, we asked: To which of these questions about your sales vision can you  answer “yes”?

1. Is it changing the way you want clients to buy from you?
2. Is it bringing an innovative product, service or package to the marketplace?
3. Is it fundamentally changing your marketplace or creating one?

• All of them: 28.21%
• 1 and 2: 20.51%
• Just 2: 17.95%
• 2 and 3: 10.26%
• None of them: 10.26%
• Just 1: 5.13%
• Just 3: 5.13%
• 1 and 3: 2.56%

These poll results were really exciting to me –  almost 30% of you have a sales vision that is changing the way customers buy from you, bringing something innovative to the marketplace and changing your market space.  A clear majority of you have a vision that is doing at least one of these.

For the 10% of you that couldn’t answer yes, I urge you to take these questions to your leadership team and work to ensure that your 2012 sales plan will enable you to answer “yes” to at least one of these over the next 12 months.

Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.

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Last week, we asked: Do you have a vision for your department and your company?

• Yes: 86.36%
• No: 13.64%

This week, I wish we could dive deeper into your quick poll responses. How was this vision created? Is it based on qualitative or quantitative goals? I would love to know how your vision is truly driving change within your company and your market segment.

To which of these questions about your sales vision can you honestly answer “Yes”?

1. Is it changing the way you want clients to buy from you?
2. Is it bringing an innovative product, service or package to the marketplace?
3. Is it fundamentally changing your marketplace or creating one?

Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.

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