Selling as a New Olympic Sport?
The Common Ground Between Olympic Superstars and High-Performance Sales Teams A marathon runner. A gymnast. A relay swimmer. A fencing champion. A salesperson. What do all these people have in common?
sales coaching
Sales Leaders: Your Salespeople are Not Hats
Micromanaging is a Surefire Way to Undermine the Efforts of High-Performance Sales Teams Here’s a riddle for you: What sound does micromanaging make? Footsteps. As in, the footsteps of a
Sales Management: Think You’ll Score High on This Critical Driver of High-Performance Sales Teams?
The Sales Team 6 Assessment Can Reveal Whether Your Sales Teams is Among the Elite Ahhh, Sales Management. Leads, pipeline, goals, tracking, reporting, KPIs, and compensation. All of these elements are no-brainers, right? Easily articulated, easily understood. Would you say every member of your sales team can define their KPIs? Do you have a scoreboard …
You Have to Move People, Not Your Product or Service
Increase Sales Performance Metrics by Appealing to What the Buyer Wants Do you turn your selling game on and off like a light switch? Or do you use it outside the office, too? Guess what? You’re not alone. We all sell. Every one of us. Sometimes it’s our product or service. Sometimes it’s ourselves.
Sell Them a Hole
Encourage Sales Talent to Think Through The Prospect’s Mind When you are doing a little do-it-yourself project on the weekend and you find you need to make a quarter-inch hole in the wall, you go to the hardware store. Why? Are you buying a quarter-inch drill bit, or are you really buying a quarter-inch hole? …
Cop an Attitude
How Grit and Determination Underpin Sales Effectiveness There’s an exercise I like to do with management teams and salespeople in which they list attributes that would make their replacements successful. “If you had to hire somebody for your job and would get a bonus of 20 percent of your salary, what are things you …
