Posts by Tom Stanfill

Why is every rep struggling with sales prospecting?

Why is every rep struggling with sales prospecting?

Why is every rep struggling with sales prospecting? Here’s why. Most everything we’ve learned about selling sabotages our chances of converting the disinterested.  In sales prospecting, we are taught to make plausible arguments for why our solution benefits the customer.  You’ve heard these maxims a thousand times:  Don’t sell products or services, sell solutions.  Use…

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Is What You Learned Wrong? Part 3: Measure Sales Behaviors Not Outcomes

Is What You Learned Wrong? Part 3: Measure Sales Behaviors Not Outcomes

In our last post, Is What You Learned About Sales Coaching and Performance Assessment Wrong?, we asked a tough question: Are you developing the wrong people with your sales training? With this post, we’re going to explore another big mistake in sales coaching and performance assessment: Measuring behaviors instead of results.      Mistake #2: Measuring Behaviors…

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Sales Coaching & Assessment Part 2: How To Assess Sales Rep Performance & Become a Strategic Coach

Sales Coaching & Assessment Part 2: How To Assess Sales Rep Performance & Become a Strategic Coach

In our last post, Is What You Learned About Sales Coaching and Performance Assessment Wrong?, we asked a tough question: Are you developing the wrong people with your sales training? With this post, we’re going to explore another big mistake in sales coaching and performance assessment: Measuring behaviors instead of results.     Four Sales Coaching…

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Exposing the 6 Myths of Call Center Sales: The Management Myth

Call center sales training management practices

Welcome to the fifth installment of our series: Exposing the 6 Myths of Call Center Sales. Be sure to check out the first, second, third, and fourth posts in this call center training series.  Myth #5: If your managers measure performance, the behavior will change. Management just ran their monthly metrics and didn’t see the…

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Exposing the 6 Myths of Call Center Sales: The Incentives Myth

call Center training

Welcome to the fourth installment of our series: Exposing the 6 Myths of Call Center training. Be sure to check out the first, second, and third posts in this call center training series.  Myth #4: Monetary incentives are the most effective way to reward your teams. Once you’ve identified the critical behaviors for sales and…

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Leadership – The #1 Driver to Sales Performance Part IV

Coaching drives increase sales performance -ASLAN

Myth #4: When coaching, focus on skills. The last few blogs have focused on the #1 characteristic of high-performers: desire, including how to create it, how to measure it, and how it affects coaching. Now I want to attack a myth about evaluating performance. Instead of starting with sales strategy skills, you should start with…

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