The stress of life today can wear on the body and mind. Here is some brilliant, ancient wisdom to restore perspective, clarity and peace. One of the finest historians over the last 2000 years is the Apostle Paul. He wrote several letters to his friends from the many different places where he travelled. One letter in particular was written to his
Just because you call it a sales meeting, doesn’t mean it is. Most sales managers don’t actually hold sales meetings… but they think they do. Sure, they assemble the sales team together regularly. Yes, they lead the meeting with quota updates and sales reports. Yet, to observe this Monday morning ritual is to witness a group responsible for paying the
Eliminate the wrong customers by defining your ideal customer profile. Increase your revenue by refocusing your sales efforts on your best customers and letting go of the bad ones. Ever wanted to fire a customer? What did they do that caused you to want to reject their money and tell them to go away? If you’ve been in business for
Successful selling starts with properly defining the sales role. Answer these 5 questions to get you started. One of the most important steps in the hiring process is to define your sales role. Not all sales roles are the same and a salesperson may perform exceedingly well in one type while being ill equipped for another. When you hire someone without
Want to incentivize your reps to earn more? Follow these 5 guidelines to create a robust pay plan for your sales team. One of the most frequent topics we address is the pay plan for salespeople. What is too much? What is too little? Why is my sales team unhappy with their pay? Many companies can’t seem to wrap their
Whether you have five minutes or five days before your next call, use these tips to get yourself mentally prepared for sales success. Salespeople aren’t always known for their patience, but a good salesperson gets used to waiting. Unscheduled delays in airports, reception areas, conference rooms, and offices can and do take up a remarkable amount of time for many
When a sales rep has to rely on other members of the company to assist on a sales call, complications can arise. Following these steps can help you improve your team selling approach and outcomes. Horror stories abound of team selling situations where a rookie technician rambles on about excessive product details alienating the Vice President or an overly controlling
The words we use can make the difference between landing a sale or getting kicked to the curb. When observing salespeople selling, I’ve found many phrases used over and over again causing negative reactions from buyers. Salespeople can ask a question and not get a truthful answer from the buyer – simply because of the way they phrased the question.