Understanding personality styles is crucial for success as a sales leader, which is why I wrote, “The Relationship Selling Secret.” This month, I’d like to address the five personality traits that need to be considered when we look at success. Personality styles have...
There is nothing like working on a great sales team. Everyone is motivated, energized, and is looking out for the success of the team. I believe there are three fundamental characteristics that high-performance sales teams have. Strong Leadership First and...
When I look back at the best sales leaders that I had the privilege of supporting, there are two more competencies they had that I believe are important to consider. As I’ve shared before, most salespeople don’t leave the company because of the environment or culture,...
I have exciting news! My new book, “The Relationship Selling Secret: The Sales Leader’s Guide to Empowering Your Team to Increase Their Influence and Generate More Profitable Connections” has just been released and is now available on Amazon. The book is specifically...
Motivation is critical to a salesperson’s success. And it needs to be intrinsic (driven internally by the person) and not extrinsic, which is driven by external forces, such as the sales manager. Sales leaders can dangle a carrot as an incentive to perform or use a...
I talked last month about the importance of coaching, but I’d like to go further. I believe one of the areas of sales training that doesn’t get as much attention as needed is training for sales managers. It is very common in the sales profession to reward those people...
Building a relationship with a prospect or customer is a prerequisite to successful selling. I believe that creating a genuine dialogue at the beginning of the sales call is critical to making that happen because it’s all about making a genuine connection. It’s...
Coaching your salespeople is never successful with cookie cutter techniques. Yes, you can ask an array of standard questions for each person, but the interaction and the way you go about connecting effectively with your people is directly related to their personality...
Sales leaders have different views of what leadership looks like depending on their personality style. What each style values in leadership will help them understand where they need improvement. As I’m sure you know, a great salesperson does not necessarily make a...
Should I sit back and wait? You’re making calls to build your pipeline as we all persevere through the COVID-19 pandemic. Yet what your prospects are telling you, “we’re re-evaluating our business right now due to the pandemic. Why don’t you touch base with us in...