Category: Sales Training

Building Your Sales Force in 2014

A common concern in many companies is the number of salespeople that fail to meet established quotas. I believe a main factor for this occurrence is that leaders do not devote enough thought to understanding “who” they need in a salesperson. Sales is a very broad profession with many different types of salespeople earning between $30K to more than $1 million per year in compensation. The salespeople you need for your situation require a special mix of skillsets, personality types, experiences, knowledge, and likeability to succeed. Leaders often fail to realize the complexity of this issue.

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Add Process Excellence to Art of Selling

Standards and processes permeate nearly every functional area in business, from accounting, finance and operations to IT, human resources and now, even marketing, and for good  reason. Processes and standards enable management to control the controllable so they can focus attention and resources on the more difficult issues that can stagnate sales and revenue and…

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How to Help the Salespeople Win

Early Autumn should be the time of the year when executives begin to worry about next year’s performance and to contemplate changes that can improve their chances of success. Many put this off until it’s closer to year-end and should have been thinking about this much sooner. The easiest target is usually the sales organization,…

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Two Words That Will Help You Close More Sales

There are many skills salespeople need to learn to be successful.  In teaching these skills to my sales leadership coaching clients, I have found that there are two words that many salespeople fail to understand: sympathy and empathy. Not knowing the difference, and not knowing which will help earn sales, can cause significant roadblocks to…

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The Difference Between Training and Development

How much budget have you wasted on training that didn’t result in ROI?  I’m a sales trainer and coach and see failed training programs every day. If you are spending your training dollars on training that strengthens employees’ skills while allowing them to grow personally and professionally—then you are in the very successful minority. There…

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The Source of All Your Sales Force Problems

In all the work I have done as a sales development coach, I have learned that when sales teams aren’t performing, the problem usually lies with sales management. All too often, a sales manager neglects his/her team because they “don’t want to be a babysitter.” Their personal belief systems about how people should work and…

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How Business Strategy Impacts the Sales Force

If you are like most successful companies, you have a strategic planning session with your leadership team on a quarterly. However, what most companies fail to connect is how their business strategy impacts the sales force. Very little usually changes in the day to day activities of the sales team after most strategy sessions. What…

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3 Tips for Better Cold Calling

As a sales force development consultant, I have worked with sales teams of all shapes, sizes and industries. Every team thinks they are “different” when it comes to their product and how it should be sold. And while I often hear “our industry is unique. We rely solely on referrals”, I can tell you that…

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4 Tools for Building a Sales Culture

Dave Kurlan wrote an article a while back about 10 Rules for Building a Sales Culture —a highly recommended read from the best in sales force development. I’ve worked with him for years and he is always dead-on in his advice for building a company in which business development is the central pre-occupation. Frankly, this…

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3 Ways to Give Underperformers a Kick in the Butt

On every team there are “A” players and underperformers. My guess is, you know who those people are, but may be struggling with how to deal with the latter. It can feel like a complicated problem, especially when you are dealing with underperformers on the sales team. In my time as a corporate sales trainer,…

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