One thing you can count on in the world of sales is that every salesperson has the exact same time each year to achieve your goals: 365 days. The question becomes: how do you maximize your time for the best possible results? The Role of Personality Styles As I’ve...
Does This Sound Familiar? I remember the stress I experienced as a sales manager when trying to hit year-end targets. Every day, I met with at least one of my salespeople to review their pipeline and probabilities. It was crucial to assess the reality of their...
The end of the year is near. Will you make your goals for this year? If you have doubts, do you feel the pressure mounting? Most salespeople do. The problem is we might get too aggressive with our customers and prospects. Will we offer a last minute “Hail Mary”...
When I first started selling, I took many training courses on sales skills. What I noticed was that I had my own unique approach to how I would start a sales call with my prospects. I love to start with small talk. Next, I would ask about the prospects’ position and a...
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...
In my sales career I’ve had the privilege of leading several sales teams that had excellent performance after being an individual contributor when I started my sales career. Which do I prefer? I actually enjoyed the role of a sales account executive more than...
Sales managers have numerous responsibilities to their manager and for their sales team members. It always seemed that when I was in that position, I would juggle many balls on a daily basis. And of course, with every job, you’re not always excited about some of the...
As a sales leader, how do you know if the sales training you are leading is effective? How do you measure the outcome of the training that your team has taken? First, as a sales leader and trainer we have experienced that successful training only happens when leaders...
Sales leadership is not a position but a practice. As a sales leader you have enormous responsibility for nurturing your salespeople to success in not just achieving their budget goals, but to learn and grow by understanding all the facets of sales. Leadership needs...
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...