Durham, North Carolina, United States
Contact Info
31K followers
500+ connections
About
Articles by NICO
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The Influencer List Day 12: Christopher Caldwell
The Influencer List Day 12: Christopher Caldwell
By NICO JOHNSON 🎙️
Contributions
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How do you maintain morale in your sales team during challenging market conditions?
In my industry, we have a lot of tradeshows. I like to invite our sales team to attend. It's less about lead generation than actually helping them feel more wed to the idea of our company's mission, and to give them a sense of community. I have found that, beyond the internal company bonding, the sales team benefits from and often thrive on this in-person tangible connection to the otherwise faceless companies they are reaching out to. It also provides a Lot of contact as our industry has a lot of different B2B verticals and segments. On the tradeshow floor, you can easily walk around and see how each segment is represented, even getting hands on with their products. This contributes to a more committed and even credible sales person.
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How do you maintain morale in your sales team during challenging market conditions?
Goals are essentially guesses. So, if the market is down, goals have to be re assessed. The real question is always somewhere in between "was this the right goal?" And "could a better equipped sales person have hit the stated goal?" I don't hold fast to the goal, rather, I believe we should be seeking the right metrics and trying to provide intrinsic motivation to the sales team to keep adapting and trying new ideas. It's vital to create a culture where people are allowed to fail, voice concerns, even challenge whether the goal is realistic (with a facts/data-based approach). Finally, if someone is not hitting the stated goals, it could be because they are not in the right role. A great leader will assess this regularly with the team.
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How do you maintain morale in your sales team during challenging market conditions?
We are currently investing in two different training areas. One is specifically with regards to using LinkedIn for sales. The other is called MEDDIC and is a useful qualifying tool to help sales people better ensure they have pinpointed the pin, offered a solution, and positioned your product as the logical path to success (as well as ensuring there's actually budget). During trying economic times, providing additional skills through outside training certainly helps boost confidence and staying power.
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How do you maintain morale in your sales team during challenging market conditions?
We have a person on our team who is our "glue" person. Essentially, he is the person folks know they can trust, turn to for support, even complain to. We generally don't encourage complaining, but we ensure that our small team feels heard and empowered, and if they do need a pressure release valve, then this person has proven to be an essential internal agent to help foster positive morale.
Activity
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One step at a time. You can do it all, just not at once. Alarm goes off. Jump (move slowly) out of bed. Grab coffee (only decaf) and approach the…
One step at a time. You can do it all, just not at once. Alarm goes off. Jump (move slowly) out of bed. Grab coffee (only decaf) and approach the…
Liked by NICO JOHNSON 🎙️
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I took last week with the family on the big island. There was a centrally located and very chatty hot tub at our spot. Straight away I could tell…
I took last week with the family on the big island. There was a centrally located and very chatty hot tub at our spot. Straight away I could tell…
Liked by NICO JOHNSON 🎙️
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I'm honored to be on the advisory board for solar Plaza storage Energy summit. I don't think anyone can truly be an expert on Utility Scale BESS…
I'm honored to be on the advisory board for solar Plaza storage Energy summit. I don't think anyone can truly be an expert on Utility Scale BESS…
Liked by NICO JOHNSON 🎙️
Experience & Education
Publications
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Cooperative Guatemala, LLC: An examination of a Guatemalan Cooperative's Strategic Development
Journal of the International Academy for Case Studies (JIACS)
Graduate Thesis work stemming from experience as Peace Corps Volunteer in Guatemala from 2003-05.
Other authorsSee publication
Courses
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Advanced Finance Topics
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Business to Business Marketing
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Corporate Social Responsiblity
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Global Strategy
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Solar Photovoltaics: Project Feasibility Analysis
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Projects
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Whitepaper: Decison Makers Guide to Rooftop Solar
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Key Criteria to consider when considering solar photovoltaics (PV) for your rooftop. Designed to be utilized by building owners and managers as a primer on important topics of consideration, and not an exhaustive study of rooftop pv design.
Other creatorsSee project -
Oro Loma Sanitation District
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500kW Utility Solar PV tracker for regional water treatment facility. Project required extensive site and electrical service engineering, and was 'rescued' from a 2 year failed PPA and construction effort by a previous EPC.
Languages
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Spanish
Native or bilingual proficiency
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Portuguese
Elementary proficiency
Recommendations received
27 people have recommended NICO
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