Are Sales Contests Worth It? Sales contests and promotions should be conducted with one thought in mind: Changing behavior to achieve a desired result or outcome. There are a few things to keep in mind when running a sales contest…
Giving critical feedback to your salespeople is a key element of coaching and improving sales behaviors. It's also challenging for sales leaders to do it the right way. Giving salespeople feedback is hard to do. Sadly, most sales managers have…
Mouth Shut, Ears Open In sales, silence is golden. Early in sales my career I heard the expression “Many a sale has been killed by the jawbone of an ass.” My first sales manager shared that gem with me after…
"I'm not sure if I have the right people and I am not sure if they're doing the right things.” — Every Leader I've heard this from countless CEO's, Sales Leaders, and Business Owners over the past ten years. Part of…
Communication is always tricky. There are so many ways a conversation can be misinterpreted by either party. Both people in a conversation have expectations and objectives. “Buyers are liars…” I hear this a lot and I used to say it…
In today’s new “Re-set economy” you can’t afford to be like everyone else. You can’t look, act, talk, walk, speak or even smell like the other guys. Does your proposal have an executive summary, a recap of the benefits of…
Can’t find the time to read or read more? If you can name any of the contestants on American Idol or who the latest celebrities to get kicked off Dancing with the Stars, I bet I can find you some…
So where to start? Don’t have a Blog of your own? You don’t have to reinvent the wheel to get a ride. Find a few reputable blogs you like, written for the industry you sell to, and start reading them.…
