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How Do You Define a Sales Win? There are many ways to wins in sales. Often, the only ‘win’ that salespeople get credit for is when a deal closes. However, this mentality can be harmful. This kind of thinking is how salespeople get burnt out, get discouraged, or in some cases even quit. Sales Process Steps There ...

Why High Sales EQ Sales Teams Win More Business Emotional intelligence, or EI, is a person’s ability to recognize their own, and other’s, emotions. Emotionally intelligent sales teams win more business. They are competitive and collaborative, which are two words not often used to describe a sales team. Collaboration requires teamwork and interpersonal skills. Most sales ...

What Can a Salesperson Really Do To Save Their Quota? Do you have a plan to achieve your sales quota? Probably! But unfortunately, the plan you have developed to meet your sales quota rarely plays out the way you intend. There are always unexpected events that happen, placing your quota in jeopardy. This 4-step action ...

Vince Lombardi left a legacy of success with his passing, but his most remembered message was one we all got wrong. You’ll see what I mean when you read…

It’s Monday morning and Jennifer in Sales Management needs to provide feedback about sales performance and attitude to Joe, a team member. She dreads having this conversation because Joe is a drama king. He takes all feedback personally and usually responds with blame and excuses. Joe is what I call an “eggshell salesperson.” He cracks ...

As high-tech was taking off in Silicon Valley, a friend introduced me to the CEO of one such company.  It was with great excitement that I accepted the sales job. I was the sole salesperson and was given the opportunity to drive business single-handedly.  It was a treat to be working with brilliant people. The ...

Over the past three decades I have studied dozens and dozens of SMB companies where the selling was not smooth. Patterns began to emerge as to why sales were not growing as expected. The number four reason on my “Top Twelve Reasons Why Sales are not Growing as Expected” list is: No weekly scheduled sales ...

Strong sales leadership builds, nurtures and inspires. Weak leaders are ineffective at best, and destructive and demoralizing at worst. The business world has always had its share of both—but there are few areas where it matters more than in sales. A bad sales manager can adversely affect the backbone of any organization—sales revenue, employee morale and ...