Miles that’s a great list to put together and thanks for your comments.

Thanks Aaron

Many thanks for that John and I’m sure your small tip on cold calling will help a lot of salespeople out.

Thanks for commenting Dave you’ve got some great articles on your blog.

Alen how do you do it. An iceberg! I just love that. Wish I’d thought of it for the article. Marvellous comment, thanks for joining in.

Understanding your sales team and what motivates them to engage in the process of selling is a complicated endeavor. Imagine an iceberg. Above the water line you can see all the behaviors that lead to a sale; prospecting, cold calling, follow through and documenting. In fact, all of the activities that make up the sales reps process toward quota attainment are above the water line. Surface behavior like closing skills and product knowledge are only part of the capabilities that determine success in sales. The key is to tackle the underlying reasons for behavior: state of mind, convictions, values, mission and self-esteem, so the external manifestations of these strongly held belief systems will improve, leading to more effective activities – and an increase in closed deals. Everything that is not visible makes all the difference in selling.