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Category Archives: Sales Development
Sales Talent Planning & Upgrading for 2017
Sales Talent Planning & Upgrading for 2017 A Talent “upgrade & replacement” template as a foundation for 2017 During this time of planning for 2017, what can we do from a management standpoint to improve our sales department? (HINT #1: … Continue reading
ARE YOUR SALESPEOPLE “WINGING IT” ON SALES CALLS?
ARE YOUR SALESPEOPLE “WINGING IT” ON SALES CALLS? CONSIDER THIS…. We recently reviewed the results of a couple of surveys we conducted that confirmed what we have known for some time. Your Prospects & Customers are speaking up on how they … Continue reading
Posted in Sales, Sales Development, Sales Management, Sales Training
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The Olympics and the Athletes: What can we apply to our businesses and sales teams?
The Olympics and the Athletes: What can we apply to our businesses and sales teams? A commercial popped up on TV featuring Olympian Michael Phelps, the greatest Olympian of all time with 28 Olympic medals, of which 23 are GOLD! … Continue reading
Posted in Business Challenges, Coaching, Sales, Sales Development, Sales Management
Tagged Sales, Sales Development
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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
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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