Sales Skills: In Class Vs. Out In The Field One of the biggest challenges for most organizations is helping salespeople execute in the field what they've learned in theory in the classroom. It is easier to execute a sales technique…
It would be easy if sales people performed as they promised, but this does not happen for many reasons. While some of the obstacles that interfere with performance are personal, others are uncontrollable. However, you must drive your sales people…
We can’t do anything about the buyer’s objectives, but we can certainly investigate and even alter our own objectives and behaviors. Why do they do what they do? Let’s assume that you are meeting with a prospect for the first…
Recruiting is Prospecting with a capital P. Sales people are responsible for the lifeblood, the income, the health of your company and the sales talent you hire is only as good as your company’s systems and processes. How do you…
“Did I hire my sales people this way or did I make them this way?” This is the question every sales manager must ask. Fixing performance problems always starts with Standards and Accountability. Accountability means taking responsibility for outcomes –…
An effective selling system is a requisite for success in the world of sales. Follow those who are true leaders in selling, and you will find each has a system that allows them to excel. In order to have a…
To effectively coach a sales person, you must know how the sale develops. This is why observing sales people in action is so important. Here are tips for the sales manager and 4 steps to help you and your sales…
If you are in charge of managing a sales team to reach sales goals, you must ask yourself this critical question: “How effective am I in this role?” A sales coach helps his people mentally by arming them with the…
Being a good sales coach isn’t easy. You have to help your salespeople when the rejection overcomes them. You also need to let them know when they are doing a great job. Hopefully you have successful salespeople who take responsibility…
Hiring the right people will solve most, if not all, of the new business production problems that you have today. If you have people today that are underperforming, you have to ask yourself this question: Did I hire them this way…
Demonstrate your credibility by what you say and by how you conduct yourself. Have the courage to ask tough questions, and have fierce, honest discussions. Seven Steps to Building a Solid Client Relationship The start of any undertaking is…
The Right People for Sales There is a saying, mostly used in the world of athletics; “You can lose with great people but you cannot win without them.” Clearly this theory applies to many competitive situations, not the least of…
