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“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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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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Planning for 2022: A roadmap for Success
Okay-you’re “rolling your eyes” and thinking: “Is it really that time of the year again?” It doesn’t have to be that way. We see this as the roadmap for 2022 Success. If done right, it can be a catalyst for … Continue reading
Coaching For Results
PRE-WORK: 1. Set clear goals/expectations (identify the experience skill level and how you need to help. Does the person need more training or support?). 2. Do your homework and review current performances. 3. Provide regular performance feedback. Recognize and reward … Continue reading
How NOT to Recruit for Top Sales Talent!
It’s a fact: Most companies really “Struggle” to hire good salespeople! There are definite reasons, and we’ll share what they are doing wrong (which results in high turnover) and huge time and financial drains. Here are the major problems: Sales … Continue reading
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Tagged Mangement, Recruiting, Sales, Sales Development, Sales Management
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Sales Leaders: How to STOP the Pipeline Leakage & Overcome the “BS”
It’s been said a Great Pipeline has: Quantity; Quality; Balance; and Movement. Time to get real….get to the REAL questions, commitments, and accountabilities- without the excuses and “get sales people focused” week in and week out! The “NO BS” WEEKLY … Continue reading
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One “Hidden” Reason that over 50% of Salespeople Don’t hit quota year in and year out!
Picture this scenario: Your CFO comes to you at the end of the quarter and says, “Boss, we’ve got the final numbers. We’re about 50% confident that they’re correct!” What would your reaction be? How long would it take to … Continue reading
