As a sales trainer for the last twenty-five years, I’ve always been intrigued with personality styles and the tools that have been developed. I’ve used Myers-Briggs, DISC, the Four Social Styles of Selling, and others. All these tools are great to help you better...
If your goal was to be a golf pro, chances are you would hire a coach, take lessons, and start training. When I decided to enter a career in sales, my company put me through a nine-month rigorous sales training program. Three months were spent on product skills and...
As a sales leader, coaching your salespeople is your top priority, helping them achieve their goals, grow, and improve their sales skills. I’ve written about openness and conscientiousness, two of the personality traits that make up our personalities. This next trait...
Last month, I shared with you about the personality traits we all have in some proportion – it focused on openness. This month, I’d like to share about conscientiousness. Successful sales leaders are conscientious when they coach their salespeople to improve their...
In my new book “The Relationship Selling Secret”, I address twelve competencies every sales leader should develop. I’d like to address the second set of three in this newsletter and in the following months we will address the others. Great sales leaders should coach...
In my new book “The Relationship Selling Secret”, I address twelve competencies every sales leader should develop. I’d like to address the first three in this newsletter and in the following months we will address the others. 1. Excellent communicator Everyone talks...
What do I mean by value? Value depends on what your customer is trying to achieve. It’s our responsibility, as sales professionals, to discover what value means to each customer. One tried and true formula I have using for years is Value = Benefits – Costs. If you...
I believe the number one responsibility of every sales leader is to help their salespeople reach their potential. The success of every sales leader is measured by the success of the people on their team. No sales leader is successful on their own. It takes the success...
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...