Your current customers can be your best, untapped source of advocacy for your company, business, product, or service. But many organizations don’t know how to utilize their advocates to their full potential, and don’t have a concrete plan to obtain and maintain advocates. This article provides concrete actions to help salespeople and sales companies effectively ...
Pipeline management is crucial for any sales company. Without a pipeline management software that is cutting edge, and offers necessary features, you will be left with a confusing, chaotic mess of data that won’t be at all useful. It’s also important to use your pipeline management system effectively and appropriately, and ensure that each team ...
Advice for My Younger, Sales Manager Self There are several questions that I get asked in interviews that I particularly enjoy answering, mostly because they provoke introspection, humility, and thought. I am in the teaching and development profession. Part of why I am in this field, and why I excel at what I do, is ...
Julie Hansen is July’s Contributor Spotlight! Each month, SalesPOP! interviews one of our top contributors, giving readers a peek into the mind of experts in the sales industry. Hansen leads the sales industry in presentations, helping salespeople to create and deliver the perfect sales presentation. She founded Performance Sales and Training, an organization that helps ...
Sales coaching is a perennially difficult subject. Everyone agrees that it’s essential, and yet it’s not always implemented or done effectively. This article explores ways to improve sales coaching and provides actionable insights to jumpstart the creation of the coaching process. Defining Sales Coaching: The sales manager is a pivotal job if you want to ...
The Digital Era of Sales Management “If you’re a leader in today’s world, whether you’re a government leader or a business leader, you have to focus on the fact that this is the biggest technology transition ever. This digital era of sales management will dwarf what’s occurred in the information era and the value of ...
The Most Critical Of Employee Engagement Strategies Employee engagement consistently ranks as one of the top three issues keeping leaders up at night. You would have to be living under a rock these days not to know that. While writing Own It: Redefining Responsibility – Stories of Power, Purpose & Freedom, I learned a lot about ...
The Scorecard of Closing: Improve Your Sales Tools The last article I wrote is called The Different Shades of Sales, and it’s a fact that sales have many different aspects and facets. Working in sales requires a person in their entirety, on both a personal and professional level. People in sales continue to learn and develop, ...
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 ...
Life unfolds in the present. But so often we let the present slip away, allowing time to rush past unobserved and unseized. We squander the precious seconds of our lives as we worry about the future and ruminate about the past. We’re always doing something, (usually two things at once) and we allow little time ...
