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Why Leaders Get Followed – Pointers From 297 People Who Chose To Follow
Does every manager lead, inspire and motivate their team to new heights? Of course not, but some are remembered for years…even decades by members of their team. People have told me they have fond,...
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Downsizing The Sales Organization – Ensuring The Best Possible Outcome
I was truly hoping that I would not have to write this article, but the reality is that the majority of CEO’s will need to include the sales organization in staffing reduction initiatives. Is it...
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Effective One-On-One Sales Coaching Sessions
Recently I have read posts on this subject on a several popular blogs. My most recent “snooping around” session revealed on one of those blogs that an “effective One-On-One coaching session should be...
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The Single Biggest Impact On Sales This Year!
As a CEO or top sales officer you may be the cause of sub-optimal sales results. How? Field Sales Leaders generally have multiple accountabilities, each one competing for their time; Revenue – overall...
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What’s That Prospect Thinking?
At some point in your the sales cycle your prospect has decided they have a need, hopefully because of your world class probing skills. As you try to help them move from need, through analysis and...
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The One Best Sales Rep Interview Question!
Use the process carefully…choose you final question with care! Interview questions fall into four categories; Functional Skills – Those “know how” skills that are necessary to perform tasks that are...
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Hiring The Right Sales Manager
The core theme of a sales manager’s role is to drive the team to sell. Though they may be the best sales person on the team, if they spend 100% of their time helping close business then sales results...
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Hiring The Right Chief Sales Officer – C.S.O.
Have an opening for your head of sales? This role is tricky! Why? Because very few functional heads need analytical thinking skills balanced with lateral thinking skills. Because very few...
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Managing Sales Reps with “Attitude Problems”
Sometimes they simply have an opposing point of view. Sometimes they are disrespectful of other team members. Other times they simply refuse to do tasks commonly associated with what it takes to...
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The Best Cold Call Script…Honest!
Before writing this script to suit your business please consider this; No one likes making cold telephone calls (or in person) because a similar number of us don’t like receiving them either. Why?...
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“How’s It Going?”
Okay, so the big-big boss is in town and asks how it’s going. I know it’s tempting to tell her how well your son is doing on the little league team…but fight off that temptation. I’m only saying that...
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Sales Cultures, Is Yours Heart Healthy?
I know you’ve heard someone say, “We have a high performance culture here at Amalgamated. We have high expectations of all our people!” So, if you’ve been a member of a larger national sales...
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What Is A Quality Sales Organization?
When networking with other sales reps early in my career I began to see correlations between the various sales organizations and the type of sales people they attracted & retained. It was very...
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Are You a Hard Helper or a Hard Closer?
I think most of us have the same visual image of a hard closer. A slick dresser, everything’s perfect including the shiny shoes. They know more closing techniques than anyone else on the team. You...
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What’s More Important? Sales Cycles or Buying Processes?
Unformly CRM platforms focus on the user’s sales cycle. No wonder so many sales pipelines can’t forecast sales with at least 90% certainty. The sales cycle assumes that the sales person’s last task...
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When Sales Promotions Don’t Work Out
So often you hear of sales people failing to make the grade after being promoted. Why is this? Are sales people simply not cut out for more senior positions? Are the skills that make a sales rep....
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Sales Team Effectiveness Assessments
“I need your opinion of my sales organization overall with a development plan…oh yeah…I need it next week.” I have heard this before…and it spells trouble. Four out of five times it means trouble for...
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Sales Managers! Sorry to be the one to tell you, but you’re not perfect.
Do you consider yourself to be an excellent sales manager? I imagine you do, it’s difficult to imagine that any manager would continue to perform any task in a way that wasn’t working well. But if...
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Typical Sales Metrics…for sales managers who have never sold before.
Never been a sales person but now you find yourself managing a group of sales people? Whether you’re the CEO of a midsized company or a senior manager who has been assigned the task, you’re going to...
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From Sales Hero to Leadership Zero
I’m sure you’ve heard the notion that “your best sales person does not always make a good sales manager”. Every time I hear this I just want to shake my head and walk away, but I can’t. Okay, full...
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