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6 Practical Ways to Cut the Crap in Sales As a sales leader does this sound familiar? You have developed a new sales strategy. You have communicated it far and wide to the entire sales team; you have made minor adjustments based on the input you received. You seem to have a consensus and buy-in ...

Want to build a great sales culture? Have a habit of gratitude. Sales organizations invest time and money into building strong cultures. They read books on why culture eats strategy for lunch, hold team-building events and listen to pundits touting the value of culture. But, I think corporate America is making this too difficult. Building a great ...

What Could Happen if Sales Dominates Many organizations want to be sales-centric when they “grow up”. They believe it’s a bold culture; one that embodies the competitive spirit; one that carries the innovation DNA; one that will stand out and win on energy alone. Sales is considered by many as “sexy” in contrast to, for ...

The Top Skill of Successful Salespeople? Emotional Intelligence What Traits are in the Toolbox?: Emotional intelligence and intellectual intelligence probably aren’t the first thing that comes to mind when you think “salesperson.” Traits like good speaking skills, extroversion, and dedication are all likely to be at the top of the list of descriptors for those ...

Prior to the ability for consumers to research products, services, people, and companies on the web and social media, salespeople needed to be the expert. The buyer didn’t have the ability to go online and conduct independent research; an important aspect of the sales process was the buyer’s education by the seller. Now, your salespeople ...

Most of us aren’t lucky enough to have a gatekeeper. What is a gatekeeper in sales? A gatekeeper (at the risk of using an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Their role is to only let those through the gate who actually have ...

Hiring is too important to leave to a seat-of-the-pants approach. You should have a hiring process to ensure you hire the right sales crew. A hiring process should employ a series of time-tested steps. A person within the organization should be assigned responsibility for each step and a timeframe followed. Here is a seventeen-step recommendation on ...

Learn some concrete steps you can take to avoid common sales mistakes and leverage more successful behaviors.

How to Build a Successful Sales Culture in 5 Proven Ways Performance wanes. Engagement falls and morale sinks. These are tell-tale signs that your sales culture is sick and needs attention. So how do you go about fixing it? First, three housekeeping questions. What is culture? Culture describes an organization’s working environment. How people behave. ...

Having a successful sales enablement program is one of the most beneficial things you can do to increase revenue. Melissa is an expert on sales enablement programs, has some insights for SalesPOP! readers. This two-part interview explores some of the most common questions surrounding creating a sales enablement program. Read part one below to learn ...