7 Reasons Why CEOs Should Stay Out of the Sales Process
CEOs often have the desire to step in and manage the sales process, but it can be harmful. CEOs need to learn to trust the people they have hired. They should request to be
Welcome to the Sales Gravy blog, where salespeople and sales leaders get better every week. We publish new sales training articles and podcast episodes three times a week, covering prospecting, cold calling, objections, negotiation, and leadership, written by Jeb Blount and the Sales Gravy trainer team.
CEOs often have the desire to step in and manage the sales process, but it can be harmful. CEOs need to learn to trust the people they have hired. They should request to be
You might think that unless a CEO is involved in selling, sales coaching is something that is more important for his employees. In my experience, successful sales models only work if the CEO understands
Winning is not guaranteed, but earned. The same thing goes for sales: work like an athlete – overcome like an athlete – win like an athlete. I’m a veteran salesman and a sports fan.
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
Eliminating these costly assumptions will enable you to make better decisions and prevent the breakdowns in communication that act as a barrier to creating desired results, such as more sales. Once this knowledge gap
Every rep should be on a program as a means of improving their performance. Companies who are truly performance based should be focused on continual improvement from all their sales reps. If a rep
Most company’s management and sales teams are under immediate pressure already to begin accomplishing their new goals and sales targets. In fact, this pressure is also felt in the accounting department, the marketing department,
Which culture does your company have, or do you even know? Having the right kind of culture is vitally important to your success. The Culture of Your Sales Team Several years ago I worked
Would you like a way to become instantly better at closing more sales over the phone? If so, then simply incorporate these “must know” questions into your first qualifying call and you will immediately
The people you do business with deserve to be served by only the best. If that isn’t you, move aside and let the professionals do the job the right way. Caring About the People
Technology and communication advancement has opened the corridor to new markets, providing for a cost effective approach to expanding your customer base while building new relationships. As sales professionals we must understands the value
Ideally, closing is not something that sellers do to buyers, it is something that buyer and seller do in order to get the deal sanctioned – to win over all the stakeholders, to prize