Leadership
Anatomy of a Great Sales Manager
The times they are a-changin’ in the world of sales. Your reps may be struggling to connect with their customers virtually and may be feeling disheartened. The pressure is on you to keep coaching your reps and supporting them, while ensuring that you’re being efficient with your time and energy. With all of that in…
Read MoreAn Insider’s Guide to Choosing the Right Sales Training Partner
This may sound familiar… You’re attempting to vet a few training providers, and as you navigate the process, you realize that choosing the right firm is far from easy. Way too often, learning leaders fail to get what they want because there are a lot of intangibles. And honestly, the training providers are better…
Read MoreBuilding Your Rep’s Capacity through Virtual Coaching
In this article, we are going to explore why much of the coaching provided in the workplace today is less effective than it could be, even now with the added pressure of most sales professionals needing to work remotely. There are many potential pitfalls along the road to a successful and effective coaching strategy, especially…
Read MoreNow is the Time to Be OtherCentered
This is not the time for a big story. We have big problems. It cannot continue and something needs to change. We have a level of racism and discrimination and violence that is unacceptable and inexcusable. This cannot continue. We are in the middle of the worst pandemic almost anyone alive has ever…
Read MoreAre You Measuring Productivity or Just Activity? 3 Simple Steps to Improving Sales Rep Success
Take a stab at answering these 3 questions: Is this glass half empty or half full? What came first – the chicken or the egg? What’s more important when managing a sales organization – quality or quantity? Were you able to easily answer any of them? Me neither… The best answer to question…
Read MoreProspect Your Way to Selling Success – Step 3: 3-Minute Meeting
If you’ve been following me on this step-by-step approach to filling your pipeline, you already know how to capture the prospect’s attention and the best answer to the question: “Why meet?” Next, we need to move this total stranger from “this looks interesting” to giving up their most precious resource: time. The best way to…
Read MoreProspect Your Way to Selling Success – Step 2: “Why Meet?”
If you understand and implement the principles offered in Step One, you will get the prospect’s attention. As the suit guy says, “I guarantee it.” Like unexpectedly jumping out from behind a door, there are some predictable things you can do to control eyeballs when facing obstacles to prospecting. The next step is a bit…
Read MoreProspecting in Sales Requires Relationship Building. Does Your Team Know How?
Managing a sales team has its own unique set of challenges when it comes to selling and building customer relationships — especially when prospecting over the phone. Even the most well-meaning sales reps might be unsuccessful when encountering certain obstacles in the prospecting process. So, how do you handle the challenges that arise when prospecting…
Read MoreSales Training Objectives: Implementing a Successful Sales Program
We’ve recently discussed the biggest pitfalls of sales training objectives, from believing sales program effectiveness relies solely on the front-line to trying to tackle too many deficiencies at once. For this last post, we’re honing in on the last, and maybe the most important, pitfall: The assumption that generic sales training strategy will work for…
Read MoreWhy Sales Training Programs Aren’t Exclusively A Front-Line Responsibility
In our previous post, What’s More Important in Top Sales Training Courses: Measuring Behaviors or Outcomes? we discussed the importance of measuring the effectiveness of sales training courses by behaviors rather than outcomes. In this blog post, we’re highlighting another leading problem with sales training programs: focusing the initiative exclusively on front-line employees rather than…
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