Sales managers coach their sales team about the power of goal setting, tracking numbers and metrics. When conducting one-on-one meetings to review their sales pipeline, they study the number of prospecting outreaches, the outcome of their prospecting efforts, first exploratory ...

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The vaccines are on their way. The economy and businesses are opening up. The light at the end of the sales tunnel is getting brighter. This is good news IF your sales team is ready to sell. So why wouldn’t ...

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I was working with a group of sales managers, debriefing their emotional intelligence assessments. As we covered the EQ competency of empathy, a very smart sales manager made this observation.  “Without self-awareness, my high empathy could turn me into an ...

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Bob Dylan penned the popular song, “The Times They Are A-Changin.’”  While the song was originally written around changes in society, the lyrics below pretty much sum up the past year for sales professionals and most businesses. And you better ...

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You have two divisions at your company. Each sales team sells different products and services, but they also are encouraged to identify opportunities for other divisions and provide introductions to their colleagues.It’s a simple and profitable way to grow sales ...

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You may have heard the expression, “Hey, take a hike.” My best sales advice to you this week is the same: Take a hike!I recommend this because I see way too may sales professionals falling into the working-harder-not-smarter bucket. They ...

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On a recent webinar, one of the participants asked, “How can I figure out if I should keep a salesperson on the team or…coach ‘em out?” Not an easy question to answer.  Because, if you keep investing time in coaching ...

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Missed sales forecasts happen for a variety of reasons, one being the feared condition of go-along-to-get-along-itis. This affliction is the avoidance of identifying the sales elephant in the room, which results in unqualified opportunities in the sales pipeline and writing ...

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There are several good questions to include in one-on-one coaching sessions with your sales team. One of my favorites is: How did we get here? It provides great outcomes for sales managers and salespeople.For sales managers, this question provides self-control. ...

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In sales we like to throw around words such as grit, which is supposed to help salespeople “grind it out” to achieve goals. But what is this thing called grit?The words associated with grit are resilience, passion and perseverance.Let’s start ...

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