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.

Improving Sales Communication with Your Team

Sales runs on relationships and communication. From the opening pitch to closing a deal, your sales team needs to communicate with their customers. What about with you or the team? Do you find it frustrating that your sales team is not speaking up during your meetings? Here are some ways to get your team engaged in meetings.

Do Sales People Still Know How To Prospect?

To be a successful salesperson, you need to know how to prospect. But with the ever-changing landscape of sales, it can be challenging to stay on top of the latest […]

Why Do Companies Struggle With Finding Good Salespeople?

What is your success rate in finding good salespeople who meet goals and stick around for more than 2-3 years? The most common answer is about one out of every […]

Improper Onboarding | Top Factors That Stop Sales Growth

Updated: November 2022 Hiring and training a new salesperson is costly. From the day they start, they are instantly a negative cash flow to you until they start producing. So, […]

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