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…

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I have spent the last 25 years singularly focused on answering one question: How do you improve a sales rep’s performance?  I know there may be higher callings in life, but this is the path I’ve chosen… and this path has led me to the realization of what is the most important ingredient to not…

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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…

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In the coaching workshops that I’ve led over the last twelve years, there is always a manager who asks me this question:   “Why aren’t my reps open to my constructive feedback? I’m only trying to help them.”     I do not doubt their sincerity or desire to help. However, that question misses the mark,…

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Steps one, two and three focused on navigating the obvious barriers to getting more meetings with decision makers. This next step is about addressing perhaps the most ominous challenge – one that’s never verbally communicated but is always present. Step Four: Remove the Tension In almost every interaction between seller and prospect, a certain tension…

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Sales 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…

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