Remote Onboarding – Best Practices

Onboarding new salespeople is critical for many reasons; it sets the tone for their experience and success within your company, dramatically impacts how long they will stay, and helps them learn your company, customers, and their role. Among the many things being disrupted right now, onboarding has become remote for many companies. This adds a new challenge to an already often misunderstood process.

How To Better Retain Your Salespeople

There's an odd phenomenon that is happening not only in sales but also around the world. It's referred to as the "great resignation," in which millions of workers have quit their jobs and, in some cases, chosen not to return to their prior roles or to the workforce at all. How can you make sure your salespeople don't fall prey to this? Here's how you can help retain your salespeople.

Sales Management Advisors – Why You Should Invest In Them

Investing in a sales management consultant allows for an outside perspective of your company, sets the appropriate pace for your sales team, works with your sales leader to reach their full potential, helps to backup good ideas, and provides effective communication strategies. A great sales management consultant will help your company reach new heights as well as break down barriers for more success. Do you need one?

Don’t Let Your Summer Sales Take A Vacation

It is also a time of potential challenge for sales leaders. As our people recharge and rejuvenate, we run the risk of having revenue take a vacation and either losing some of our first half gains or falling behind altogether. Here are signs that this may be happening:

Addressing the "Bad Economy" Objection

Sharpening your messaging and approach Concerns about the Economy Unless you haven't been paying attention, most owners have heard that the economy is slowing down and that we are all […]

Sales Quota – How to Adjust for Times of Crisis

The full impact of Covid-19 is not yet known. In some markets and industries, it is clear that customers are deferring or canceling planned purchases. In other cases, companies are booming. Maybe that's your company. Nonetheless, it's safe to say things are different now. You may be asking yourself, with the amount of change in the marketplace, should you change territories and goals to keep your team engaged and motivated? Or change them because your business has changed?

What to Measure in Challenging Times

Many companies, maybe even yourself, are experiencing a slow-down in sales and revenue. Some companies are thriving due to the need for their products and services during this time. Very few companies are 'Business as Usual.' Realities change week-by-week if not even more frequently. So, how does this affect your critical metrics in sales? What should you be measuring? How often?

Why There Is Always Room For Improvement

Your company is thriving, your leadership team is bringing you good news, and you've heard that you're the "buyer's choice" of all good things, but it isn't the time to sit back. While you are at this peak, it's time to look for your next area of improvement.

Is the Sales Leader Honeymoon Over?

As a business owner, you've likely experienced the excitement and anticipation that comes with hiring a new Sales Leader. You've put in the time, energy, and resources to find the […]

Managing Up, Down, and Across

Updated February 2023 I have met hundreds of sales leaders in my career who have a decent approach to managing their teams. I have also seen many of these people […]

Accountability - What Does It Really Look Like?

It's not enough to have great talent on your sales team. Even if your salespeople have excellent selling skills, real success comes when everyone is aligned with the goals and expectations set by the sales leader while also being motivated and held accountable. So, what does it mean for a salesperson to be accountable? For this article, let's say accountability is defined as; being held responsible for doing the things that are expected of you.

Improve Your Sales Discovery Calls

No matter how long you have been selling, whether it's five years, ten years, or 25 years there is one step that can continuously be improved in your sales process, which will increase your chances of winning – Discovery. There is a distinction between good discovery and great discovery. Find out which you tend to do and how you can uncover more in your discovery calls.

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