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How to Keep Your Sales Team Focused During the Holidays
Just because the holidays are right around the corner doesn’t mean that the focus of your sales team needs to be on taking time off, eating holiday meals and shopping. One of your jobs as a sales leader, is to keep your sales team motivated and...
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How to Engage Your Unresponsive Prospects
There’s not a salesperson out there who doesn’t dream of their prospects answering all of their phone calls and replying to all of their emails. Not only is this unrealistic, it’s downright dangerous to have these high level expectations of...
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How to Build a Repeatable, Scalable Sales Process
As a sales manager, you are charged with building a repeatable, scalable sales process for your company. While this is a tall order to fill for most, don’t let it stop you. Building a repeatable, scalable sales process will challenging....
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In Sales Management, Time is Money
You’ve heard the saying “time is money.” Nobody wants to waste their money. However, there are too many moments when your salespeople waste their time on activity that will not generate sales. The most valuable asset for anyone is time. If...
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How to Stay Out of Voicejail
Most salespeople say they shy away from leaving voicemails because of the lack of call backs. The real reason is that they don’t like being locked up in voicejail. If you aren’t leaving proper voicemail messages you are missing out on an...
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Avoid These 5 Costly Closing Mistakes
Closing a sale is the most important aspect of a salesperson’s job. Both amateurs and professionals are prone to bumbling the close. In order to be successful when closing sales, avoid these 5 costly mistakes: Not Actually Asking for the Order...
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Use Football to Increase Sales
One key to increasing your sales performance is increasing your skill of personal awareness. Personal awareness is defined as recognizing one’s influence on others. When personally aware, you can focus all your attention on others as opposed to...
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Break the Ice Before Making Cold Calls
Cold calls have become bad words in the circle of most salespeople. It’s a big mistake to completely write off cold calls. Just because a prospect is cold doesn’t mean they aren’t valuable to you. With the right strategy, you can learn to...
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Top 6 Places to Research a Prospect Before Your Sales Call
One of the most important things you can do before introducing yourself to a prospect is research. Researching your prospects allows you to personalize your calls so that you can have purposeful conversations. Going into a call with limited...
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5 Common Mistakes Sales Managers Make During Interviews
One of our goals as sales managers is to assemble the best team possible. However, we’ve all had hits and misses when it comes to hiring the right candidates. There are five common mistakes sales managers make during interviews that cause them...
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4 Ways to Instill Core Values in Your Organization
In a previous blog, I discussed the importance of core values and shared some tips on how to develop them. If your company hasn’t developed core values or if you’re struggling with creating values, please take the time to read that blog. Once...
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5 Tips for Newly-Promoted Sales Managers
Congratulations! Your hard work has paid off and you’ve been promoted, and now you are a sales manager. Being a new sales manager can be very exciting, but it can also be very challenging. You will face new hurdles that you will have to deal...
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What to Look for When Selecting a Leadership Development Program
Leadership training is essential for the growth of you and your company. According to Development Dimensions International, companies with high leadership qualities are six times more likely to be among the top 20 financial performers of all...
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3 Characteristics of High-Performance Sales Teams
All sales managers want to be leading a high-performance sales team. Hiring the right sales reps for your organization is a good start. However, it takes more than just good sales reps to develop a high-performance sales team. There are three...
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Talent or Trainability: Which is Better?
We all want to have a sales team full of top performers. When interviewing potential candidates the first thing we often tend to look at is the candidate's talent. There is the notion that candidates with the most talent will become top...
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Ditch the Traditional Elevator Pitch!
The traditional elevator pitch is a tactic that we’ve all been trained to use at some point in our sales careers. We’ve put so much time into creating the perfect elevator pitch that doesn’t even work. Elevator pitches fail more times than...
read moreLeverage Your Time
8:00 - 10:00amTime is every human being’s single greatest non-replenishable resource. Even though it’s often stated otherwise, it’s not possible to save it, invest it or borrow it. However, it is possible to use it move effectively. Success in...
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Engage & Empower Your Millennial Workforce
Millennials, or America’s youth born between 1982 and 2000, now number more than 83 million and represent more than one quarter of the nation’s population. According to reports from the U.S. Census Bureau, their size exceeds that of the 75.4...
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How to Recognize Emotional Intelligence in New Salespeople
We all want a sales team that consists of intelligent salespeople. We usually only focus on the IQ to determine someone’s level of intelligence. However, there is something that is more important to examine in new salespeople and that’s their...
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5 of the Most Common Abilities of Successful Salespeople
Every successful salesperson has the desire to be successful. Success for salespeople begins with their abilities. A majority of successful salespeople share similar behavior styles and abilities. Here are 5 of the most common abilities among...
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