Colleen Stanley’s Sales EQ & IQ Blog
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Years ago, I was conducting a sales management workshop in which a sales manager shared her frustration with a salesperson that was running behind plan. They had developed and agreed on a sales goal. The sales manager was prebriefing and debriefing sales calls, but none of her good advice seemed to sink in or get applied.
I gave the sales manager a different coaching question to ask the salesperson: Which salesperson on the team do you want me to assign your…Read Full Post
When you say you want someone to put their money where their mouth is, it means you want them to spend money to improve a bad situation, instead of just talking about doing so. Sales organizations: Are you just talking about developing your young sales professionals or are you investing money and time into doing so?
Young sales professionals are your company’s future. The boomers are retiring or slowing…Read Full Post
You’re having a one-on-one coaching session with a member of your sales team, reviewing the sales pipeline. You quickly notice three prospects that are still hanging around, like a bad cold. Now, you and the salesperson have had more than one conversation about these opportunities. You’ve agreed on these points:
- They don’t fit your ideal client profile.
- The prospect’s pain was a nice-to-fix one, not a need-to-fix.
- Oh, and on top of that, the prospect…
Your salesperson, Caroline, has done a great job of opening a large opportunity. The sales conversations with the prospect have been thoughtful and insightful. The deal is at recommendation stage and the prospect puts on his professional buying hat and starts lobbing objections and/or requests for additional concessions in order for the deal to move forward.
Caroline gets triggered by the prospect’s hardnosed buying behavior and…Read Full Post
Gary Keller is the author of the popular book, “The One Thing.” He shares great advice throughout the book, including his key focusing question.
“What’s the ONE thing you can do such that by doing it, everything else will be easier or unnecessary?”
I was reminded of this phrase listening to an interview conducted with Joel Osteen. He is the lead minister of one of the largest churches in the United States. His televised sermons appear in more than 10 million…Read Full Post
“If progress is impossible without change, those who cannot change their minds cannot change anything.” – George Bernard Shaw
“We don’t change, we don’t grow. If we don’t grow, we aren’t really living.” – Gail Sheehy
When I speak to CEOs and sales managers, I ask them how many have seen changes in their business in the last six to 12 months. Almost…Read Full Post
I recently read John Ortberg’s book, “The Life You’ve Always Wanted.” This is not a sales book, however, many of his thoughts and teachings align perfectly with what it takes to be excellent in sales. One of the key teachings from the book is:
“There is an immense difference between TRAINING to do something and TRYING to do something. You can’t run a marathon, even if you try really, really hard without…Read Full Post
It’s a busy time of the year. Year-end budgets, working hard to achieve revenue goals and planning for next year. It’s easy to get overwhelmed and not enjoy the Holiday/Christmas season. Here’s a few simple tips to remember during this Christmas/Holiday season.
- Be generous. When you see the Salvation Army ringing the bell, stop, drop BUT don’t roll! Drop some money in the red kettle and thank the…
Sales managers have a number of roles to fulfill. One is sales coaching, which kind of like playing sales doctor, trying to properly diagnose the root cause for poor sales performance. There are a number of places to examine during coaching sessions, but one often-overlooked area is understanding how the emotion of fear affects the salesperson’s actions or inactions.
- Fear of failure inhibits the application of logical selling…
“Insanity is repeating the same behaviors and expecting different results.” How many sales organizations are headed down the path of insanity because they aren’t taking the time to conduct a formal or informal win-loss analysis? The answer: too many!
When I speak with CEO or sales managers, I often ask how many have conducted a win-loss analysis. Not enough…Read Full Post