Learn to say "No" thoughtfully and respectfully with the focus on creating a high-performance sales culture. Are you limiting your sales team and the ability to increase sales by not ever saying "No"? Sometimes, you need to demonstrate sales leadership…
Bullying behavior creates a hostile work environment. Eventually, word will spread about you being the bully boss. With technology, the spread of bullying in schools continues to make front-page news. Schools, corporations, and parents are addressing this issue of bullying…
Sales managers are charged with leading the sales team. Salespeople watch the leader, like kids watch parents, to see if words and actions are congruent. I recently read Stephen M.R. Covey’s book, The Speed of Trust. Not sure how I…
Small business owners who devote time to rethink how they are providing solutions (products or services) to better meet the wants and the needs of their customers will usually stay ahead of the flow. Without a doubt, there are a…
What would happen if each day you scheduled 12 minutes to push yourself away from the desk and take a walk outside or even lock yourself in the bathroom if need be? Just stop for a moment. How much of…
Are you struggling with employee discipline in your office? People challenges occur most often because there is a lack of structure and understanding of the company goals. How many times do you hear something like: "Boy, if I could only…
If you truly want to do more with the same amount of time each and every day, then begin by developing those self-leadership skills necessary for personal success. Can we agree that: A minute has 60 seconds? An hour has…
Part of the reason so many small business owners are crazy busy is because they are not 100 percent forward-thinking leaders. “We don’t have a budget as much as we need to take this action.” This statement or what is…
Sales managers are all around us; those in the selling game have likely encountered multiple. Like salespeople themselves, they have a wide range of qualifications, personality traits and work ethics, but the role of this figurehead is one that ties…
Many sales managers don’t like having the difficult conversations---who does? But as a leader, it is part of your role. You’re a top sales producer that has been rewarded with a promotion to sales manager. You’re excited about the opportunity…
Sales prospecting can be tedious, intimidating, and terribly discouraging. Yet, it still has to be done. Why not make a game out of it and get past the boredom? You’ve probably heard the saying that it takes 10 “no’s” to…
Sales is a process, especially when it comes to consultative selling and the process only works when you don't skip steps. Staying in touch with prospects, following up in a timely and mindful manner and following a customer-centric sales process…