Colleen Stanley’s Sales EQ & IQ Blog

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March 17, 2017
You’re filling a position on your sales team. In poring over stacks of resumes, you notice that a lot of your candidates have changed jobs every two years. And you’ve heard about how people aren’t staying with companies. Many people will have as many as 13 jobs in their lifetime. So you start wondering if you should settle for a job hopper. Don’t do it. Forget about what you’ve read on the internet or in the paper, and apply common sense and just look around. Study your colleagues and peers that are... Read More
March 10, 2017
Years ago, I read an interview with famed actor Denzel Washington, who shared a piece of wisdom from his father. His dad always told young Denzel, “Do the work so you can do the work.” His wise father knew that you often have to put in a lot of effort in order to do what you love to do.     In today’s business environment, there is a lot of talk -- and complaining -- about work-life balance. It’s almost as if work has become a four-letter word. It starts on Monday morning with the salesperson walking into the office... Read More
March 02, 2017
There are a lot of places to examine (and blame) if your company isn’t consistently achieving sales goals. The blame often goes to the sales team or sales manager; however,   I contend that missed revenue targets start at the top with the CEO.   CEOs can talk a good game about sales and growth. But if you walk through their sales department,  you will discover the basics are... Read More
February 24, 2017
The word “process” makes many salespeople and even some sales managers cringe. The independent, self-starting types often fear that process inhibits creativity and authenticity. Good luck with that thinking. I’ve learned, in working with thousands of salespeople, that the best ones subscribe to a defined selling system or process.  And when you have a system, you can create checklists.   ... Read More
February 17, 2017
“A man (or woman) who is trained to his capacity will gain confidence. Confidence is contagious and so is lack of confidence -- and a customer will recognize both.” This is a great quote for sales managers from Vince Lombardi, one of the greatest football coaches of all time. Often when sales managers sign up for a leadership role, they lack the skills for a major responsibility -- teaching and transferring the knowledge that made them successful. Sales managers have attended plenty of... Read More
February 02, 2017
Stagnant growth and/or missed revenue goals may not be due to an ineffective sales team. It’s often because of ineffective sales management.  In fairness, many sales managers struggle in their leadership role because they haven’t learned the new skills needed for management success. As a result, the sales manager falls into the role of doer rather than leader. They’re that knight in shining... Read More
January 27, 2017
Good salespeople know their competition, and invest time in designing strategies and tactics to beat competitors. They design value propositions and questions designed to point out the gaps in the competitor’s offering, without ever saying their name. They share well-thought-out stories about happy clients that have benefited from their company’s products and services.     But salespeople often get beat by the biggest competitor, the invisible one – the status quo. This competitor beats salespeople because of hard... Read More
January 20, 2017
Do you remember when you didn’t have a highly efficient CRM tool managing your contacts and accounts? I started in sales when the three-ring binder was your sales bible, carrying important notes and next steps – and I always hit my quota.  Today, sales teams are equipped with CRM tools that create dashboards and sales pipeline reports, and record every action and next step needed. Salesforce, the 800-pound gorilla in this space, continues to create applications that help inside salespeople and road warriors manage... Read More
January 13, 2017
There are lots of factors to being successful in sales.  But it starts with one decision and that one decision is to become masterful, not average, in sales. Sales is a really lousy profession in which to be average. An average salesperson experiences the constant stress of hitting quota one month and missing it the next because they haven’t mastered business development and selling skills. An average salesperson winds up working only with average clients. They don’t invest time to become an expert in their industry... Read More
January 06, 2017
I often tell my clients that effective selling is a combination of physiology, psychology and consultative skills. We live in the Information Age. Salespeople have access to more information on sales than ever before, with podcasts, webinars, books and workshops. So we have to ask ourselves: With all this good information, why are we still facing some of the same challenges in sales that we did 25 years ago?  For example, how many of you have seen a salesperson move into a product dump, even though she know she should be asking more questions, not presenting solutions? How about the salesperson that discounts too soon and... Read More
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