Are you paying your salespeople enough to enable them to focus on selling and not worry about where their next paycheck is coming from? Because if salespeople are constantly worrying…
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Having a big ego is often associated with the sales profession. For many years the supercharged Alpha male, 600 lb sales gorilla has been the poster person for successful salespeople. …
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Sales managers are being told to do more with less, to work smarter to get peak performance from their sales teams, despite increasingly limited resources. As tough as it is,…
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There they are every day bringing in the deals. They're always prospecting, meeting clients, networking, making suggestions about how to do things even better and they never discount unnecessarily. Best…
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Coaching usually focuses on two areas of development to achieve excellence: skills and performance. Excellence in performance is knowing the right processes to apply in the right situation, coupled with…
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When I began my career as a professional sales person in the early 1980's we were trained in product and client communication skills focusing on handling objections. We were given…
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In the 20th century the emphasis on B2B selling had a distinct aggressive ring to it. So much so, that you could walk down the halls of many businesses and…
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How do we get the rest of our sales team learning from our top performers? Should we get our top sales performer in front of our sales team to teach…
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Many sales cultures are traditionally based on respect for authority, status and success, and encouraging competitive, challenging and achievement-oriented atmospheres. Although this is not true for all businesses, especially in…
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How many of us entered our sales careers with our eyes wide open? Fully aware of what it takes to be an effective sales person - ably resourced with the…
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