People often ask us the difference between sales training and sales coaching. Both are critical to the success of any sales organization, but they are not one and the same. They are distinct interactions that must each be accounted for independently within your sales planning. Training is a single event that is focused on new ... Read Post

Report Reveals that CRM Proficiency is the Top Qualification Skill for Sales Director Role Software Advice Industry View: Sales Director Job Listing Report 2014 from Software Advice Editor’s Note: Are you interested in becoming a Sales Director? Software Advice (a digital resource for software buyers) has some very useful information for you. They analyzed 200 Sales ... Read Post

Editor’s Note: Today we are posting Chapter 1 of a 10-chapter book, authored by our CSO, John Golden and Matt McDarby, President of United Sales Resources. John and Matt have collaborated before and have joined forces with this book to provide expertise to help our readers — particularly Sales Managers who effectively manage salespeople in ... Read Post

1. DON’T CONFUSE PRODUCT TRAINING WITH SALES TRAINING One of the most popular complaints of buyers that we interview is the “walking product brochure” complaint. Prospects are very reluctant to buy from reps that provide no value beyond being able to recite product specs. The customer appreciates the product knowledge, but is dismayed by the ... Read Post

Note To All Salespeople: If you plan to call me, you should know that there are 3 reasons I won’t take your call. I am a senior executive in my company, and you should do everything in your power to understand what matters to me if you want to do business with me.  However, if ... Read Post

There’s an old saying: Here are four common assumptions that CEOs make, and how you can avoid them. Having been in the CEO role a half dozen times, I have made a wide variety of foibles, blunders, misguided assumptions, and bonehead choices. Most of the great CEOs I have the privilege to know and work ... Read Post

I’m happy to answer this question, but one thing to ask yourself first is “do you really want more clients or do you want more income?” The two are not the same. If you want more income, I’d advise finding bigger clients, not a larger volume of clients. It much easier to make money with ... Read Post

Keeping the number of Stages in the Sales Process to a minimum is usually the way to go.  The less time sales professionals spend managing their CRM system the better. However, there are times when a sales organization’s performance can be significantly improved by temporarily putting more Sales Stages into the Sales Process. Example 1: ... Read Post