The glaring gap in your hiring process is that you are hiring salespeople with no prior experience in lead generation. Are You Tired Of Hiring Bad Salespeople? You may have seen this movie before. In fact, you might have landed…
How can you enjoy sustainable and predictable revenues? Here are three ways that can make you the right kind of leader of the sales pack. It’s the second quarter of the year and revenues are running behind. Sure, it’s easy…
Salespeople know what to do, however, when they hear a ‘buying signal’ they get excited and emotions start running the meeting, not consultative selling skills. You have all probably been a victim of this selling scenario. You are buying a…
Sales managers are charged with leading the sales team. Salespeople watch the leader, like kids watch parents, to see if words and actions are congruent. I recently read Stephen M.R. Covey’s book, The Speed of Trust. Not sure how I…
There are several reasons for inaccurate sales forecasting, however, the two below are the most common I see when working with sales organizations. Monday mornings start off with sales meetings and the infamous sales pipeline review. The sales manager interrogates,…
Get rid of old beliefs and outdated sales techniques. The new economy demands a new approach and philosophy in sales. The self-help gurus are the best at teaching, “You are what you believe. Your thoughts determine your outcomes and actions.…
Many sales managers don’t like having the difficult conversations---who does? But as a leader, it is part of your role. You’re a top sales producer that has been rewarded with a promotion to sales manager. You’re excited about the opportunity…
Overloaded Prospects? You meet with a new prospect and his/her guard is up. Their answers are short, and they pressure you to get to the solution and price without allowing you time to analyze their current situation. (It’s kind of…
Pay attention and adapt your style to that of your prospect and customer. I work with great salespeople and the most successful know how to connect with a variety of buyers. Salespeople are taught to identify and set meetings with…
Salespeople and sales managers are caught up in their own version of Ground Hog Day. They keep using the same approach, having the same conversations, which are leading to the same outcomes. Sales Ground Hog Days Does anyone remember the…
- Colleen Stanley
- https://www.salesleadershipdevelopment.com
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