Blog

24
Mar

5 Questions to Ask When Designing Your Sales Role

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

Read more

23
Mar

5 Essentials of a Great Pay Plan for Sales Reps

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

Read more

21
Mar

4 Ways to Get Mentally Prepared for a Sales Call

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

Read more

21
Mar

4 Steps for Awesome Team Selling

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

Read more

21
Mar

5 Things Never to Say on A Sales Call

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.

Read more

21
Mar

How a 4-Letter Word Dramatically Transformed a Sales Reps Career

The words we say can have a powerful impact on people – positively or negatively; not only to others, but also to ourselves. Read this story about how a sales reps career was instantly changed with a single word. After several months selling for her new company, Jennifer was floundering. A sales reps career is not easy. Even after her sales manager

Read more

21
Mar

How a Handoff Can Save Your Largest Account

Some sales reps are better at acquiring new customers. Others are better at keeping them. Knowing the difference can reap you great rewards. Most companies encourage their salespeople to take ownership of their accounts. That’s good and appropriate—to a point. When a sales rep’s ownership of an account puts that account in jeopardy, the sales manager has to step in and

Read more

21
Mar

Use Nurture Selling to Stay in Front of Prospects

Nurture selling is the systematic means of staying in front of a potential buyer through a variety of communication channels. Years ago, I was on a sales call with a prospect. We had a very nice conversation, and he had some interest in one of our services. Even better, he had a few of the characteristics of a qualified buyer. However, I

Read more

21
Mar

How Long Should We Cling to Our Sales Process?

It’s a loaded question, but the answer is deceptively simple. Whenever a salesperson or sales leader asks this question, it sends up a red flag that something might be wrong. Unmet sales reveal a number of potential contributing factors such as:  Quality of the sales team  Effectiveness of the sales leaders  Market conditions  Product quality and delivery  Brand reputation Sales process So

Read more

21
Mar

How Skipping One Step Derailed an Entire Sales Team

Every step of the sales process is important, even if the sale cycle is short. Be wary of skipping steps. That can lead to unintended consequences for your sales team. As a successful sales manager, Debby had always prided herself that her sales team grew a wide and diverse sales pipeline that generated consistent sales, quarter after quarter. Because of the technical

Read more

Join 10,000 Sales Leaders

Get applicable sales tips and techniques delivered straight to your inbox. Sign up today!
Email address
First Name
Last Name