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Author Archives: Adam Kash
Getting back “on plan” by the end of Q2
Getting back “on plan” by the end of Q2 The month of June closes out Quarter 2. If you are “ahead of plan” …great! What will you do & commit to stay ahead? What if you are behind plan…??? June/Q2 … Continue reading
Common Sense Prospecting, Selling & Business Building “tips” in This Economy
Common Sense Prospecting, Selling & Business Building “tips” in This Economy In a booming market, sales people have a tendency to chase the “easy” deals. They shy away from and won’t chase the tough stuff. In a tougher market, the … Continue reading
Sales Talent Planning & Upgrading for 2017
Sales Talent Planning & Upgrading for 2017 A Talent “upgrade & replacement” template as a foundation for 2017 During this time of planning for 2017, what can we do from a management standpoint to improve our sales department? (HINT #1: … Continue reading
ARE YOUR SALESPEOPLE “WINGING IT” ON SALES CALLS?
ARE YOUR SALESPEOPLE “WINGING IT” ON SALES CALLS? CONSIDER THIS…. We recently reviewed the results of a couple of surveys we conducted that confirmed what we have known for some time. Your Prospects & Customers are speaking up on how they … Continue reading
Posted in Sales, Sales Development, Sales Management, Sales Training
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The Olympics and the Athletes: What can we apply to our businesses and sales teams?
The Olympics and the Athletes: What can we apply to our businesses and sales teams? A commercial popped up on TV featuring Olympian Michael Phelps, the greatest Olympian of all time with 28 Olympic medals, of which 23 are GOLD! … Continue reading
Posted in Business Challenges, Coaching, Sales, Sales Development, Sales Management
Tagged Sales, Sales Development
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Achieving Sales Accountability and Sales Results Thru: “Traps” and Reviews
Achieving Sales Accountability and Sales Results Thru: “Traps” and Reviews Definition: TRAPS—document/requirement that “traps” your sales team into doing successful activity that produces consistent results. As the quarter is winding down, Sales Leaders can’t rely on the hope that sales … Continue reading
Trade Shows — “Come Back with Prospects, Not Just Leads”
Trade Shows — “Come Back with Prospects, Not Just Leads” Long days…sore feet… tired back. Sound like your typical trade show? To make the show worthwhile you’ve got to put in the effort. What better place to talk to and … Continue reading
Posted in Attitude, Business Challenges, Sales, Sales Development
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Recruiting and Retention of Salespeople: Questions to ask
Recruiting, Screening, Selecting and Retaining Outstanding Salespeople has been identified as the #1 management issue facing companies in 2016. Many hiring managers, desperate to fill a vacancy, allow themselves to be “sold” by the interviewee. They hire them because they "like" him … Continue reading
The Sales Candidate Reference Check
The Sales Candidate Reference check! So, you’re ready to extend an offer to a sales candidate that has passed thru your hiring “gauntlet.” They closely match what is needed in the role that you are filling; you’ve tested them and … Continue reading
Sales bites….one sentence….to nourish your results!
Here are attendee comments from a recent training conference we conducted. These are one liner “gems” to implement from the sales development training. NEVER do anything in sales (give a quote, do a demo, write a proposal, accept a meeting … Continue reading
Posted in Sales, Sales Training
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