One of the biggest criticisms directed at sales reps is their lack of listening and understanding. Knowing that only 13% of customers believe that a seller can really understand their needs, there is a lot of work to be done to address this problem. If you can't identify the problems and compelling reasons for your customers to buy, how can you hope to sell them a solution that will interest them?

Since I've integrated what I call "mindful selling" into my job, I find that the quality of my conversations with my customers has improved and my relationships are stronger. Today, I am revealing my secret to help you become a better B2B salesperson, one who listens!

Is it easier to change a company's sales culture when sales are going well, or on the contrary, when they are going badly? Actually, this is not the right question, because working on the sales culture will never be easy, whatever the conditions of the company and the market.

The real question to ask is whether there is a more appropriate time to make a sales transformation, so that the company can gain the maximum benefit from it, both quantitatively and qualitatively.

We often talk about how to set good sales targets, when we should do it, how we can achieve them, etc. While this is an essential exercise for companies and sales teams who want to be successful, what about the personal goals of each individual within that larger whole?

In my opinion, we need to set personal goals beforehand in order to give meaning to our work and to be more motivated and perform better on a daily basis. In sales, this is especially true, because experience of the job is mainly acquired in the field. You must therefore give your 100% every day to continue to evolve. You may also have a large portion of variable salary, so your remuneration depends on your ability to give the best of yourself. Your motivation is therefore essential to your success.

By giving a reason for the money you earn or the activities you accomplish, I believe that the efforts you put in will seem a little easier to you in your work and in your personal life.

Some sales principles aren't subject to cyclical trends or patterns. Their effectiveness over time testifies to their immutability. These are rules to which sales forces from all walks of life can refer.

We've compiled these sales fundamentals based on the experience gathered since 2008 that have had the most significant impact on our clients and blog readers.

Add these principles to your playbooks!

Today, I’d like to share the story of an good salesperson we’ve been working with, but whose work ethic had already made her a top rep before we had even met. She has chosen to share her obstacles, successes, and growth in the world of sales.

Alejandra is an inspiring woman whose positivity and sense of identity have led to her success. She explains how she survives the inevitable lows and details her strategy for professional growth.

-- Fabrice Calando