A concentrated and dedicated sales training program can often mean the difference between success and failure. When considering a training program, it is vitally important to include every employee, not only on the skills required for his or her job…
No sales rep ever lost a deal or an account for out-hustling the competition. It’s important in all aspects of business to work hard and give it your all. But in sales, it’s essential. Your competition doesn’t care about your…
The most successful sales manager clearly understands how they can impact the sales performance of their team and allocate their time accordingly. You plan to have a breakthrough year. You are a strong sales manager and you know your business,…
Business Development needs to be a priority, whether it comes to cold calling (schedule time every day), or staying in touch with your customers (plan to do that on a regular schedule) or learning new practices. Who doesn't have time…
Three Techniques to Make Your Sales Training More Effective According to CEOInsights.com, over 48% of inside sales companies surveyed reported that they missed their monthly revenues goals more times in a 12-month cycle than they reached them. Other sales indicators…
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 the process and embraces it. Why…
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…
Back in the day (the eighties) when the word “inside sales” didn’t exist, there were true “telemarketing” rooms. And in these rooms, there was a ton of structure, scripts, recording and training. These rooms were mightily successful and helped build…
Coaches may or may not be formal. In fact, some coaches may be performing these tasks naturally and providing valuable guidance simply by behaving in a way which comes naturally to them. For others, some structure is needed in order…
If you’re not recording sales reps or listening to recordings, then you are missing the most important tool you have available to you. Just imagine an NFL team that didn’t watch and use game tape! Do you know the name,…
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…
Champion athletes know that the best way to improve performance, achieve greater success and become the best they can be is by working with a coach. It seems plausible that if coaching is integral to success in sports, why wouldn’t…