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Category Archives: Business Challenges
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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WHEN WAS THE LAST TIME YOU DID A PERFORMANCE AUDIT OF YOUR SALES STAFF?
As companies are coming out of the COVID “hibernation” & challenges, we in Management are faced with critical questions about our existing sales team: Who has “produced” sales in the past year (at least 90% of quota)? Who has not? … Continue reading
What happens to your business when the PPP money runs out?
Are you prepared, or are you behind in your business & sales structure re-positioning? Week 8 into the crisis. We all know the numbers, bad news and struggles repeated hourly on all the news outlets. We are in a crisis … Continue reading
Posted in Business Challenges, Sales, Sales Development
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Responses to the Top 3 Most Common Objections/Stalls during the Pandemic
To everyone that participated in our survey last, we want to thank you. We have taken your TOP 3 most common stalls/objections and created appropriate responses for each of the Top 3. The real reason to be able to handle these is to … Continue reading
Posted in Business Challenges, Sales, Sales Development, Sales Management, Sales Manager's Corner, Uncategorized
Tagged Objections, Sales
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Accountability or Excuse Making?
What will you accept; when “Results are on the line?” Excuse making is: A plea or explanation offered in defense of one’s conduct Excuse Making: A release from obligation, duty, etc. ………A “pretended” reason for conduct “Every excuse that is … Continue reading
Posted in Attitude, Business Challenges, Coaching, Sales
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Replacing Your Sales Management Frustrations & Problems With Confidence & Control
It’s the first quarter and everybody is forecasting growth and all things good. Everyone is telling you they are going to “optimize” this or “leverage” that … Continue reading
Posted in Business Challenges, Leadership, Sales Management
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Sales Compensation Plan Considerations for 2018
Sales Compensation Plan Considerations for 2018 Owners & Sales Managers: When was the last time you looked at and did an analysis of your sales compensation plan? Is it working or are you acting like an ATM machine for mediocre … Continue reading
Building Your Business: Leveraging your time and satisfied customers to create a Client Referral Network
Why don’t MOST salespeople get referrals? What stops them? Why do they conveniently “forget” to ask? REASON: The most common reason sales people don’t ask for referrals is FEAR. Fear of Rejection Fear … Continue reading
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
