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Category Archives: Business Challenges
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
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
Want Greater Sales Success? Look at your LOST Deals
Want Greater Sales Success? Look at your LOST Sales? The lost sales analysis is an excellent sales tool. It really helps measure success against competition based on sales that are lost. When a sale is lost to competition it also … Continue reading
Implementing Time Controls: Taking Ownership For Success
We are often asked, “What can I do to get better?” A very vague and general question. There are very specific things anyone can do to improve their success rate, and the key is managing your time and implementing time … Continue reading
“What’s Your Price?”
“What’s Your Price?” It’s the question we all hate to hear, and it means we are about to be “worked over” on price. You will always feel that way if you believe that a low price is the most important … Continue reading
Listen Up! (And Stop Talking)
Have you, as a sales person, ever unsold a sale? Have you been talked out of a sale by a sales person’s never ending babbling?
There is a key skill that is diminishing quickly from the country… Continue reading
Not Getting Good Info from your own team – Ask Better Questions!
Often times, sales managers feel that their sales people aren’t getting good info from prospects on initial sales calls – this is far too common. Correcting this is a long, rocky journey – sometimes impossible. Experience has shown us, however, … Continue reading
Posted in Business Challenges, Coaching, Sales, Sales Development, Sales Management
Tagged Sales, Sales Development, Sales Management, Sales Training
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