Sales management is a challenging role, one that requires many talents and skills. The effective sales manager must have problem-solving skills in order to properly diagnose sales performance issues. They are excellent teachers because they’ve learned how to teach and ...

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If you’ve been in sales long enough, you’ve probably experienced sales rejection. This rejection takes on different shapes and sizes, depending on your sales role. An inside salesperson connects with a rude, challenging prospect. The prospect ends the call early. ...

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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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