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…
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…
It is imperative that all employees understand how they are profit centers and how all these profit centers connect to the bottom line. Certain paradigms exist within each business culture. These paradigms are philosophical frameworks from which generalizations are formed.…
These 8 keys can help you unlock your sales training and development programs so that you get "the most bang for your buck". Sales training will be one of the few training and development areas that will experience an increase…
How frequently in business do we continue to ride dead horses? From ineffective marketing to misaligned operational systems to poor management, all continue to exist even though they are, simply speaking, dead horses. Years ago I stumbled upon a story…
If you ask and they have found good examples, you have an opportunity to collect more stories and the new hire quickly learns what will be rewarded. If you ask and they have found negative examples, you still win because…
Tips for Building a Successful Process for Onboarding New Salespeople To build and sustain a high-performing sales team you must begin with successfully onboarding new salespeople. Getting it right from the start will help you ramp them up faster and…
Sales is about relationships. Your sales team can boost your company’s image by blogging, contributing to trade publications, and presenting within your marketplace. Use the Sales Team to Uncover Success Stories Success stories are a factor in closing business and…
The question you must ask yourself is: “Does this secrecy make good business sense in today’s marketplace?” How This Joke Hurts the Small Business Bottom Line Small business owners understand that profitability is critical to staying in the marketplace. They…
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…
First of all, I don’t enjoy gambling; and second, I really don’t know how to read a horse racing program. When it comes to betting on a horse race, I tend to look at the color of the Jockey’s silks…
Salespeople and sales managers are caught up in their own version of Ground Hog Day. They keep using the same approach, having the same conversations, which are leading to the same outcomes. Sales Ground Hog Days Does anyone remember the…