Category Archives: Sales Management

2024 4th Quarter: Time to Close Business! As a sales professional, you must ask yourself: What have I accomplished Year to Date in 2024 and what is required in Q4. It is critical to have a realistic, actionable, defined plan … Continue reading

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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

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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

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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

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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

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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

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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

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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

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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

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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

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