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Author Archives: Adam Kash
Achieving Sales Accountability and Sales Results Thru: “Traps” and Reviews
Achieving Sales Accountability and Sales Results Thru: “Traps” and Reviews Definition: TRAPS—document/requirement that “traps” your sales team into doing successful activity that produces consistent results. As the quarter is winding down, Sales Leaders can’t rely on the hope that sales … Continue reading
Trade Shows — “Come Back with Prospects, Not Just Leads”
Trade Shows — “Come Back with Prospects, Not Just Leads” Long days…sore feet… tired back. Sound like your typical trade show? To make the show worthwhile you’ve got to put in the effort. What better place to talk to and … Continue reading
Posted in Attitude, Business Challenges, Sales, Sales Development
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Recruiting and Retention of Salespeople: Questions to ask
Recruiting, Screening, Selecting and Retaining Outstanding Salespeople has been identified as the #1 management issue facing companies in 2016. Many hiring managers, desperate to fill a vacancy, allow themselves to be “sold” by the interviewee. They hire them because they "like" him … Continue reading
The Sales Candidate Reference Check
The Sales Candidate Reference check! So, you’re ready to extend an offer to a sales candidate that has passed thru your hiring “gauntlet.” They closely match what is needed in the role that you are filling; you’ve tested them and … Continue reading
Sales bites….one sentence….to nourish your results!
Here are attendee comments from a recent training conference we conducted. These are one liner “gems” to implement from the sales development training. NEVER do anything in sales (give a quote, do a demo, write a proposal, accept a meeting … Continue reading
Posted in Sales, Sales Training
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Attitude & Belief Systems
Is your team made up of go-getters who believe that nothing will hold them back? Or is your team made up of people who have the ability to only find why something won’t work? What gives the go-getters this seemingly … Continue reading
Sales Leadership – what’s your personal plan for 2016?
Finishing out the year and planning for 2016 gives us time to pause and reflect on how we can improve in our role as Sales Leaders. Here is a list of questions that beg to be answered…completely and honestly in planning … Continue reading
“Play The Game By The Rules… The New Rules” Strategic Selling For Profitability
Strategic Selling For Profitability Let’s face the facts. Selling has changed dramatically since the Recession of 2008. People have less time, do not want to see sales people, and have access to more information than ever before. Some accounts will … Continue reading
Are sales people working on a Symptom or a Problem?
We have often found in working with our clients that their sales people are working on a “symptom” vs. the “problem”. Unfortunately, as long as you are working on a symptom it will be difficult to get your prospect to … Continue reading
Posted in Sales, Sales Development, Sales Management, Sales Training
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Time Management: The Key to Improving Sales Productivity
Time Management: The Key to Improving Sales Productivity Time management is an OXYMORON. You cannot manage time, but you can manage YOURSELF through a disciplined process of maximizing your time by prioritizing activities which will help you achieve…your sales goals. … Continue reading
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