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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When I speak to groups of CEOs and VPs of sales, I often ask: How many of you have seen a change in your business in the last six months? Twelve months? Two years?  Almost every hand in the room ...

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Are you losing sales to status quo? Now, you might think I’m referring to your prospect’s or customer’s attitude of not changing, or of stalling about making buying decisions.  No, I’m talking about you and your sales team, and the ...

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The new year begins and people set goals with good intentions -- only to find themselves falling off the wagon after the first month.My recommendation:Don’t set goals. Instead, make a decision, because that precedes setting and achieving goals. A friend ...

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Which sales management sales activity metrics does your company track and measure?  Sales organizations often focus only on tracking and measuring a salesperson’s sales activity metrics, such as number of prospecting calls, new sales conversations, demos, proposals and closed business.This ...

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I’m a big fan of sales kickoffs. As a former vice president of sales, I learned that well-conducted sales kickoff meetings make you money---they don’t cost you money.  What?Sure, there are visible costs to conducting an effective meeting. They can ...

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When I was a kid, we’d often play Red Rover during recess. Classmates would split up into two teams, link hands and then call for a member of the opposing team to send someone over. The goal was to try ...

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