Can You Afford Another Bad Sales Hire? You’ve seen this movie before. In fact, you might have landed the starring role in this film. Sales manager hires new salesperson, with high hopes that this individual is a keeper. The résumé looks good, the interview went well, and the job is offered. After the new hire… Read More
Did You Bring Your Face To The Sales Meeting?
A recent break helped me find inspiration and themes for my blog/vlog. Vacation is when you engage with salespeople and service people. You eat at a restaurant, you rent a kayak or you buy a souvenir. These are different experiences with one common denominator between an average customer experience or a great one: A person’s… Read More
Do You Need Sales Rejection Trainig?
If you’ve been in sales long enough, you’ve probably experienced sales rejection. This rejection takes on different shapes and sizes, depending on your sales role. An inside salesperson connects with a rude, challenging prospect. The prospect ends the call early. (A nice way of saying they hung up on you.) Rejection. You’ve been courting a… Read More
Do You Need to Stop or Start?
The countdown is on. There are approximately 34 days left on the calendar (depending on when you read this) to hit your 2014 sales goal. For some sales managers and salespeople, there is little anxiety because the ‘money is in the bank.’ Not so much for others. There are sales professionals looking for ways to… Read More
Do You Really Believe That?
The self help guru’s are the best at teaching, “You are what you believe. Your thoughts determine your outcomes and actions. And what you think about most will manifest in your life.” These guru’s are right and many salespeople and sale managers still subscribing to old beliefs and ways of selling do not serve them… Read More
Four Ways to Think More Like a Sales Leader
Salespeople think like salespeople, when they should be thinking like leaders and CEOs. Top salespeople know this, and act every day like the CEO of their own business. Here are four principles to consider: 1. First in or last out? Every good salesperson knows the best time to reach the C-suite is early in the morning or after… Read More
Is Poor Emotional Intelligence Preventing You From Gaining More Business?
You’ve preached the importance of consistent prospecting and business development to your sales team. All heads nod up and down in agreement. You’ve dedicated a portion of each sales meeting to teaching your team new skills and strategies for opening up opportunities. Key performance metrics have been determined and are being tracked. So with all… Read More
Is Your Monthly Sales Meeting a Motivator or Yawner?
It’s costly to meet each month with your sales team, after you figure in the payroll expended sitting in a room and the time not spent dealing with prospects or customers. So, are you and your sales team getting a good return of investment on this time? Or is it just another roll call, a… Read More
It’s Time to Update Your Sales Playbook(s)
Can you imagine a sports team running the same plays year after year and still expecting to win? The answer, of course, is no. However, many sales organizations use the same sales playbooks year after year and then wonder why they aren’t closing more business. Is it time to update your sales playbook? Since the… Read More
Sales EQ and Sales IQ of Effective Sales Management Coaching
I enjoy teaching and coaching salespeople about the hard skills of running an effective sales call, what I refer to as the “Sales IQ.” It’s challenging — and fun — to analyze and figure out the best strategies to unseat a strong incumbent, attract the attention of an overloaded prospect or eliminate price objections. But… Read More
Sales Management: How Long Do You Hang On?
This question has been asked by more than one sales manager. When do I let a salesperson go? Have I given the person enough time to succeed? Look no further for the answer than the hit song from Kenny Rodgers, “The Gambler.” “You’ve got know when to hold ‘em. You’ve got to know when to… Read More
Sales Managers: Draft Day
I love movies. My problem is that while watching most movies, I can’t help but connect most of the plots and messages to sales and sales management training! Draft Day is my new favorite. The plot involves the NFL Draft and the important decisions made by general manager, Sonny Weaver, in an effort to rebuild… Read More
Sales Pipeline or Pipe Dream
Monday mornings start off with sales meetings and the infamous sales pipeline review. The sales manager interrogates, the salesperson fabricates and the CFO wonders how she can run a company when the sales department isn’t able to accurately forecast sales. So what’s the answer? There are several reasons for inaccurate sales forecasting, however, the two… Read More
Should Your Salesperson Be Allowed To Stay On The Island?
Reality TV shows are quickly becoming the new source of entertainment. (Why, I have no idea.) Perhaps it’s time to introduce a new show and contest: Sales Survivor. The concept would be centered on making sure only the best salespeople stay on the island because of their ability to sell and influence the right prospects… Read More
Stress Management Is Sales Management
I’m hearing this a lot from salespeople: “I’m really tired. Feeling a little burned out.” This is not coming from salespeople or sales managers that are whiners or professional complainers. They come from normally optimistic, high-energy individuals with a high bounce-back factor. The reality is 2020 was hard. It didn’t matter if your industry either… Read More
The Emotionally Intelligent Sales Manager
Integrating emotional intelligence skills into the sales profession is a fairly new concept for most sales organizations. Progressive sales organizations such as American Express and Motorola are adopting the knowledge and skills as they know it is an edge in a competitive market. So what is emotional intelligence and how can it help sales leaders… Read More
The Five Selling Skills Sales Managers Need
When you move from sales producer to sales leader, you must learn new skills in order to lead and develop your sales team. Some of those skills are hiring and selection, coaching and performance feedback. While you need to learn new skills to be a successful leader, don’t forget to apply the selling skills that… Read More
The No. 1 Attribute of Emotionally Intelligent Sales Leaders
Sales management is a challenging role, one that requires many talents and skills. The effective sales manager must have problem-solving skills in order to properly diagnose sales performance issues. They are excellent teachers because they’ve learned how to teach and transfer the habits and skills that create top producers. Let’s add another one to the… Read More
The Sales Management Elephant in the Room
There is great technology for helping sales managers review sales conversations and meetings. But sometimes technology is viewed as a magic wand for curing missed sales quotas. Tech tools can analyze who did most of the talking on the call, how a salesperson handled objections and whether or not the salesperson set up a clear… Read More
Three Reasons Sales Managers Fail
I’ve said it more than once in my role of coaching the coach: Sales managers get set up to fail. They’re promoted to sales management with little understanding, training or education about what it takes to build and develop a great sales organization. Selling to a prospect and customer is different than teaching a salesperson… Read More
Three Ways Sales EQ Improves Bottom-Line Sales Results
CEOs and sales managers always are looking for the one or two things that will set them apart from the competition. They invest in innovation and new products; they meet and talk about branding and marketing. Maybe it’s time for your sales organization to look at the best predictor of success: hiring and retaining salespeople with… Read More
To Tell The Truth – Candor and Kindness
I am a big fan of the magazine, SUCCESS. They do a great job with articles, interviews and relevant topics geared towards business and sales. In a recent edition, Darren Hardy interviewed Jack Welch. As always, Welch had a lot of great information to share. My biggest takeaway was his comments around the often misquoted,… Read More
Why Sales Professionals Struggle to Demonstrate Empathy
Empathy has been described as the ability to know what another person is thinking or feeling. It’s an important influence skill in business and life. However, to really know what another person is thinking or feeling, you first must develop another EQ skill: emotional self-awareness. The self-aware sales professional is in tune with the emotion… Read More
Your Sales Team Came With The Building—and It’s Crumbling
You accepted the offer of Vice President of Sales and are now charged with rebuilding the sales team. They haven’t hit quota in months and the excuses vary from: Our product isn’t the best in the market Marketing isn’t generating enough leads Our price is too high Your work is cut out for you in… Read More