It’s no secret that sales can be an incredibly challenging role and anxiety in sales is an unfortunate cost of doing business. Sales professionals regularly find themselves in situations where they feel like they’re battling against all odds.It doesn’t matter how much time, effort and research you put into each ...

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I recently had lunch with a client who has led and managed multiple successful sales teams. What I’ve always admired about this client is that he never lets the pressure of running a company affect his positive outlook on life. When you ask him how things are going, his favorite ...

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I’m hearing this a lot from salespeople: “I’m really tired. Feeling a little burned out.” This is not coming from salespeople or sales managers that are whiners or professional complainers.  They come from normally optimistic, high-energy individuals with a high bounce-back factor.  The reality is 2020 was hard. It didn’t ...

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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 type of accountability is important to ensure sales success. Equally ...

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Imagine if you and your friends watched a movie recapping the year 2020 and didn’t know it was a true story. At least one person would probably say, "Wow, wouldn't that be something if that really happened?"Well, 2020 is happening and the pandemic, recession and cantankerous election season are creating ...

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Many sales managers today ask: How can I be as effective in managing a remote sales team as I was in managing a sales team that I used to see in the office or face to face during coaching conversations?The answer is yes you can---if you apply emotional self-awareness and ...

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In a survey conducted by online career database PayScale, 73 percent of respondents in the sales profession rated their role as "highly stressful." Stress can result in salespeople burning out and dropping out. Stressed-out salespeople experience anxiety, fatigue and depression, which affects their ability to execute at the highest level. Effective ...

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