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Author Archives: Adam Kash
Sales Manager’s Corner: Prospecting – The Lifeblood of Selling
“It’s not WHAT you know…It’s what you DO with what you know!” NEW BUSINESS It’s either coming from your existing customer base or from new customers. Keeping the “funnel” filled with qualified prospects requires multiple prospecting methods used in a … Continue reading
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Sales Manager’s Corner: Start Off Right – The First 90 Days
You’ve just hired a new salesperson. Now what? How do you get them productive…quickly? It starts with you the sales manager. New hires look for leadership. Their initial results will be potentially meager, so lead by example. Success is what … Continue reading
“Call Me Next Month…”
One of the most common complaints we hear from salespeople is how hard it is to get someone to commit to an appointment. They find their prospects using the same excuse over and over again: “I’m busy, so call me … Continue reading
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How to Hire Winners
Eliminate Hiring Mistakes…Immediately and Avoid the High Cost of Hiring Mistakes! The process of interviewing, hiring, on-boarding and training…and then suddenly losing salespeople is a very costly mistake. How much money and opportunity has your company lost on salespeople who … Continue reading
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Sales Manager’s Corner: How are the troops doing?
As managers, we often ask ourselves, “How are the troops doing?” The term “troops” is more than a euphemism, because these are the people we engage in the battle for sales. The battleground today is the “Uncertain” economy which many … Continue reading
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Sales Manager’s Corner: Accept Accountability Not Excuses
As a Sales Manager, your job is to get results through your salespeople. However, in lieu of results, many salespeople explain why they didn’t, couldn’t, or wouldn’t get it done. They have a self-limiting belief that excuses release them from … Continue reading
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Where are your people spending their time??
Once the goals are in place, accountability for time is the next critical component. Where are your salespeople spending their time?
Posted in Coaching, Leadership, Sales, Sales Manager's Corner
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Is Your Strategic Plan Really Strategic?
Most organizations and sales departments have some type of Strategic Plan. Often is just a collection or group of projects or actions that may or may not have a positive impact on the future direction of the organization or department. It’s usually just … Continue reading
Posted in Business Challenges, Leadership, Sales Development
Tagged Leadership, Mangement, Sales, Sales Process
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Successfully Hiring Salespeople for 2022: Getting it Right vs. Getting it “Over With”
Recruiting, Screening, Selecting and Retaining Outstanding Salespeople has been identified as the #1 Sales management issue facing companies in 2022! First, Some Facts & Considerations: Average Sales Turnover is now 34% and, in some industries, and companies it is much … Continue reading
Posted in Recruiting, Sales, Sales Management
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Planning for 2022: A roadmap for Success: STEP #2-Evaluating your Current Sales Staff
As part of planning and developing your 2022 Sales Plan-Step #2 out of five is Evaluating your Current Sales Staff. Ask yourself: “Will my current team get us where we need to go in 2022?” Are my salespeople prepared, trained … Continue reading
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