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Category Archives: Sales
Accountability or Excuse Making?
What will you accept; when “Results are on the line?” Excuse making is: A plea or explanation offered in defense of one’s conduct Excuse Making: A release from obligation, duty, etc. ………A “pretended” reason for conduct “Every excuse that is … Continue reading
Posted in Attitude, Business Challenges, Coaching, 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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Understanding and Overcoming the Need for Approval
***We asked our summer intern, Noah Cralle, to create a blog entry based on what he had learned over his initial seven weeks at Kash Development Corp. He has experienced sales coaching sessions, sales team meetings, and interviews – and … Continue reading
Posted in Sales, Uncategorized
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Do you “Own the Owner”?
“Own the Owner” What’s necessary and even mandatory to win sales today? You MUST “OWN” the “OWNER!” It means…. We MUST know the “OWNER” of the project, the “owner” program, the “owner” of the decision…the “owner” of the expenditure—in order … Continue reading
Posted in Attitude, Sales
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Sales Compensation Plan Considerations for 2018
Sales Compensation Plan Considerations for 2018 Owners & Sales Managers: When was the last time you looked at and did an analysis of your sales compensation plan? Is it working or are you acting like an ATM machine for mediocre … Continue reading
Sales Managers: Are you a Performance Manager or a Manager of Under-performance: Tackling & Resolving Day to Day Challenges to achieve & “crush” Sales Quotas
Getting enough quotes? Are they closing? Why or Why Not? What are our people working on that is more important than generating business opportunities? The Goal Directed Sales Person The question we need to know is “What are my people … Continue reading
Building Your Business: Leveraging your time and satisfied customers to create a Client Referral Network
Why don’t MOST salespeople get referrals? What stops them? Why do they conveniently “forget” to ask? REASON: The most common reason sales people don’t ask for referrals is FEAR. Fear of Rejection Fear … Continue reading
Sales Champions Top 10 Characteristics
Sales Champions Top 10 Characteristics In today’s fast paced, time sensitive competitive sales world, key sales performers keep focused on what is important & what they can control-PERIOD. In our study of “Sales Champions” which we define as the TOP … Continue reading
Posted in Sales, Sales Development, Sales Training
Tagged Sales, Sales Development, Sales Management, Top 10
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Getting back “on plan” by the end of Q2
Getting back “on plan” by the end of Q2 The month of June closes out Quarter 2. If you are “ahead of plan” …great! What will you do & commit to stay ahead? What if you are behind plan…??? June/Q2 … Continue reading
