Increase sales productivity on your team and you will dramatically improve your team's ability to achieve sales goals. As a sales manager, you have probably heard one of the following statements from your sales team.   “It’s the end of ...

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“The race is not to the swift but to those who keep on running.” The author of this quote is unknown; however, selling in tough economic times means you finish the race in order to achieve your sales goals. Selling ...

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Build your sales teams resiliency skills and you will build consistent sales. And one of the best ways to build resiliency is teaching your team how to handle hard better. This great advice comes from Kara Lawson, head coach of ...

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Wondering how to improve emotion management? A mentor of mine has a great mantra. “If you are not STABLE, you are not ABLE.” Translation for sales professionals: If you are not able to manage your emotions, you will not be ...

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How to attract and retain top sales talent is top of mind for CEO’s and VPs of Sales. Companies have made positive changes offering better compensation packages, flexible work schedules or the ability to work remotely. However, I believe that ...

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Sales managers engage in a lot of conversations with their sales team. And in this day and age of technology, there are many ways to communicate and connect. We’ve got text, email, Whatsapp, video, cell phone, Slack, just to name ...

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I was recently reminded of an important interview question that gets missed when interviewing a potential sales candidate or not explored in enough depth. That question is: Are you coachable? This reminder appeared after reading the book, The Trillion Dollar ...

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Sales team development takes work, discipline and empathy. It takes work to meet with potential sales candidates. It takes discipline and self-awareness to execute a consistent coaching cadence. And empathy is important in learning how to work with each member ...

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When I first heard the term psychological safety, it didn’t even occur to me that psychological safety could have an impact on sales. Frankly, it sounded like the latest fad put out by business and human resource consultants. After all, ...

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The perfect storm is back. And it’s occurring right after we thought life was going to become easier with the pandemic winding down. Time to stop wishing and hoping because there is a new set of storms wreaking havoc on ...

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