Sales Managers must not only focus on recruiting, training, coaching and exceeding sales quota but stimulating their sales teams as well. I have written often on the mental side of sales management and need for the leader to emotionally motivate their teams to believe in themselves, their product/service and organization. Using sales contests or what ...
Many times during the planning stages of the implementation of a CRM system we have found that clients struggle as they have not defined their detailed sales process. For example, knowing when to change or move the “stage” of the sale forward becomes critical; do you move the stage forward when you “book” the next ...
Many salespeople fail not because of the lack of sales skills training but because their organizations are not spending enough time/money training them on the emotional power they need for success. I am convinced that salespeople must be trained on the emotional elements of success at the same level that they are trained in pure ...
Every player does not give 110% every day, it’s the coach’s job to increase their intensity and the effort they give This quote came from Butch Jones, head coach at the University of TN. Are you an emotional sales manager or a Sales Leader that creates the right emotion on your team? This is part ...
“If you can find good people, they can always change the product/service. Nearly every mistake I’ve made has been in picking the wrong people, not the wrong idea. Most entrepreneurs have no problem coming up with a good strategy, but they usually need all the help they can get in developing and implementing the tactics ...
Recently I had the opportunity to work with a great client at their worldwide sales conference in Miami. During the two days, I spent several hours with their sales management team and four hours with their salespeople, they have a great sales culture and you could feel the attitude in the room. In the post-meeting ...
A shaky banking industry. Roller-coaster days on Wall Street. Budgets unknown. Purchasing decisions delayed. With that economic domino effect affecting us all as the year begins to wind down, ending on a high note will be more challenging than ever. We’ve been offering the following advice to our clients and their sales teams: Keep it ...
While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture. It is a scary world out there and many fears exist; the future of the business cycle, new taxes that will hit in 2015, the challenges of meeting next year’s ...
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