Do your people understand what they are accountable for? Most people will answer, “yes,” yet most of the time people make mistakes or fail to meet expectations because of a lack of understanding. Comprehension cannot be
Top performers are more creative than your average salespeople. They seem to come up with unique ideas to prospect, find ways to enhance client relationships and they close more effectively. Sales leadership requires creativity
With a positive attitude, you can accomplish almost anything. Positive breeds positive and negative breeds negative. How does management motivate every salesperson to view each connection as an opportunity to make a sale? Salespeople
This stall sets up one of the most frustrating parts of sales – the chase. Think about it: how many times have you sent off your information and, when you’ve been fortunate enough to
Salespeople need to leverage themselves. As a sales manager, you must not only educate your team on this, but monitor your team’s actual activity. Recently, I presented a web cast to a number of
You are going to hear “no” every day. You can choose to let it beat you down until you are looking for another career path, or you can see the opportunity it affords you.
To make a difference in performance, businesses must look at the daily traffic count. These numbers, the right numbers, enable changes to be made and problems to be addressed in real time. The traffic
So often we are faced with no responses to our emails and voicemail messages. What to do? Mike Brooks has the answer with specific email and/or voicemail message scripts and protocols that work. If
Tips on how to provide excellent customer service: treat every customer like a guest in your home, never grow complacent, look through your customers’ eyes and continually look for ways to improve. French novelist
