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Category Archives: Sales Management
The Power of Listening: Unveiling Buyer Motives
In the dynamic landscape of sales, one skill stands out as a game-changer: listening. A salesperson’s ability to truly listen can be the difference between a successful deal and a missed opportunity. Why is listening so critical? Because it holds … Continue reading
The Second Best Word you Can Hear is “No”
Whether you’re new to sales or a seasoned veteran, regardless of your “technique”, you’ll still hear “NO” more often than “YES”. This is a truism of sales. Most salespeople know this, but everyday go on calls always seeking a “YES”. … Continue reading
Posted in Attitude, Sales, Sales Development, Sales Management, Sales Training
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Sales Manager’s Corner: Start Off Right – The First 90 Days
You’ve just hired a new salesperson. Now what? How do you get them productive…quickly? It starts with you the sales manager. New hires look for leadership. Their initial results will be potentially meager, so lead by example. Success is what … Continue reading
Successfully Hiring Salespeople for 2022: Getting it Right vs. Getting it “Over With”
Recruiting, Screening, Selecting and Retaining Outstanding Salespeople has been identified as the #1 Sales management issue facing companies in 2022! First, Some Facts & Considerations: Average Sales Turnover is now 34% and, in some industries, and companies it is much … Continue reading
Posted in Recruiting, Sales, Sales Management
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WHEN WAS THE LAST TIME YOU DID A PERFORMANCE AUDIT OF YOUR SALES STAFF?
As companies are coming out of the COVID “hibernation” & challenges, we in Management are faced with critical questions about our existing sales team: Who has “produced” sales in the past year (at least 90% of quota)? Who has not? … Continue reading
Successful Sales Leadership & Sales Management in 2020: A Retrospective
We have had the good fortune of working with some excellent companies and teams in 2020 before and during the COVID-19 pandemic. We’d like to share some Sales leadership & Sales Management Practices, Observations, and Insights that the strong leaders … Continue reading
Scary sales data and ONE LEADERSHIP Approach to begin to help improve it: Kash Sales Brief
OWNERS, PRESIDENTS & SALES LEADERS, Recently, we’ve learned some alarming statistics about salespeople that we needed to share with you, the company Sales Leaders that are happening during this REMOTE selling environment: 34% of salespeople do not prospect consistently 90% … Continue reading
Responses to the Top 3 Most Common Objections/Stalls during the Pandemic
To everyone that participated in our survey last, we want to thank you. We have taken your TOP 3 most common stalls/objections and created appropriate responses for each of the Top 3. The real reason to be able to handle these is to … Continue reading
Posted in Business Challenges, Sales, Sales Development, Sales Management, Sales Manager's Corner, Uncategorized
Tagged Objections, Sales
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Sales Manager’s Corner: Capturing Sales Growth
As Sales Managers, we sometimes get distracted. When we do, so do our sales people…and the performance & results suffer in the process. Our people are looking for direction and feedback that “help” them generate results. Let’s give them that … Continue reading
Posted in Coaching, Sales, Sales Management, Sales Manager's Corner
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2018 4th Quarter: Time to Close Business!
As the Sales Leader, what has your team accomplished Year to Date in 2018 and what is required in Q4? It is critical to have a realistic, actionable, defined plan for the remainder of 2018 to ensure your sales people … Continue reading
Posted in Leadership, Sales, Sales Management
Tagged Sales, Sales Leadership, Sales Planning
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