6 Enjoyable Steps to End Procrastination
Got stuff to do that you hate doing? You’re not alone. Procrastination kills productivity for millions of people. Follow these surprisingly enjoyable steps and you’ll actually look forward to getting...
View Article6 Questions To Ask Before Terminating A Sales Rep
Objectively evaluate the source of the problem while you consider terminating a salesperson that is not meeting their sales goals. Got a salesperson that you might be terminating? So far you’ve tried...
View Article3 Ways to Make Your Sales Training Better
While most companies agree that sales training is important, they also agree that it is ineffective. Salespeople enter sessions with low expectations and leave with a few new ideas, but no measurable...
View ArticleWhat Type of Sales Manager Are You? The Turnaround Sales Manager
When organizations are about to fail, they often turn to the Turnaround Sales Manager. While the Reconstruction Sales Manager must also manage a struggling sales team, the Turnaround Sales Manager is a...
View ArticleWhat Type of Sales Manager Are You? The Start-up Sales Manager
In our previous article, we discussed the Selling Sales Manger. This manager often works well in small or new divisions, building teams and transitioning to a more traditional management role....
View ArticleWhat Type of Sales Manager Are You? The Reconstruction Sales Manager
Not all Sales Managers get to create a sales team from scratch like the Start-up Sales Manager. Instead, some must work with existing teams that have been poorly led and reform processes that are...
View Article11 Sales Meeting Topics Your Sales Reps Really, Really Want
If your sales meetings were not required, would anyone show up? Too often sales meetings are seen as a waste of time – an event that lacks any purpose or strategy. Sales Managers conduct them because...
View ArticleWhat Type of Sales Manager Are You? The Maintenance Sales Manager
Out of the seven (7) types of Sales Managers, the Maintenance Sales Manager is the easiest job of the group. Maintenance is the key term here indicating that the Sales Manager maintains an effective...
View ArticleWhat Type of Sales Manager Are You? Pure Growth Sales Manager
One of the most rewarding jobs a Sales Manager can perform is achieving big sales growth gains for his or her company. The Pure Growth Sales Manager’s primary function is to expand the customer base...
View ArticleWhat Type of Sales Manager Are You? The Selling Sales Manager
The Selling Sales Manager is one who has the dual responsibility of achieving a personal sales quota while managing other salespeople. This differs from a typical Sales Manager who typically goes out...
View Article7 Questions Smart Sales Managers Ask When Observing Reps In The Field
Many Sales Managers don’t spend enough time in the field observing sales reps in action. Instead, they expect salespeople to meet sales goals with minimal observation, feedback, or coaching. In order...
View Article3 Questions to Ask Yourself When Considering a Sales Candidate
Interviewing a sales candidate can be intriguing. As a Sales Manager, you can’t help but be excited about the prospect of a high volume salesperson in your organization. They could be the one to take...
View Article5 Keys to Great Role Plays with Your Sales Reps
Want to improve your sales reps’ selling skills? Here are five things you can do to role-play effectively and get the results you want. For many salespeople, role-playing is not a priority. However,...
View Article6 Truths That Separate Superstar Salespeople from the Mediocre Masses
From my two decades of training and coaching salespeople, here are six fundamental truths about what it takes to become a great salesperson. Many people are in sales, yet few excel at it. My advice to...
View Article6 Smart Interview Questions to Ask Superstar Sales Candidates
In some (rare) cases, you need to roll out the red carpet for a sales candidate. Yes, they are that good. And with the ever decreasing quality of candidates searching for jobs, you need to sell your...
View Article8 Intelligent Questions for Evaluating Your Sales Reps Performance
No experienced football coach would ever consider sending his team onto the field without being right there on the sidelines – observing their every move. The same applies to your sales team. Too many...
View Article16 Questions You Need to Ask Your Customers Right Now
Ask your customers about their business and where it’s going. As a sales rep, you should not only focus on selling, but also collecting information that is relevant to what, why and how customers buy...
View ArticleYour Crisis Stricken Employee Deserves More Than a Sympathy Card… Do This...
Your employee is in crisis – a close member of their family died, a child has become severely ill, or their spouse was injured in an accident and cannot work. You want to offer help, but may not know...
View Article9 Smart Questions Successful Hiring Managers Ask Before Recruiting Salespeople
People call me every day about hiring salespeople. I always respond with, “Describe the sales role please.” Many times they will struggle with defining the specific details of the sales role for which...
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5 Steps to Holding Your Salespeople Accountable
I received a call from a Sales Director recently who told me that his Sales Managers fail to hold their salespeople accountable. He said: “My Sales Managers are too soft on their salespeople 95% of the...
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