· 6 min read
7 Ways to Fix Underperforming Sales Reps Right Now
Identifying the root cause of underperforming sales reps is always the first step to a solution. Avoid applying an impulsive decision like throwing more...
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Sales insights · Page 3
Explore the archive for guidance on hiring, selling, coaching, and leading a sales team. Publication dates show when each article was written.
From the archive
· 3 min read
5 Qualifying Questions to Ask Your Sales Reps
When coaching your salespeople through the sales process, there are certain questions that you need to consistently ask them. They really need to have a...
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· 5 min read
10 Awesome Follow-up Questions to Get Your Buyer Talking
Follow-up questions get you the whole story. Of course, asking good questions is the heartbeat of a good sales call. However, many salespeople can become so...
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· 5 min read
Yet Another 10 Revealing Interview Questions to Ask Sales Candidates
Before hiring a sales rep, conduct an apples-to-apples job comparison. Line up the structure and activities of your sales job and your candidates current or...
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· 4 min read
7 MORE Qualities of a Great Sales Coach
This is a follow-up article to 7 Qualities of a Great Sales Coach . Here are seven more qualities to help you become a great sales coach: 1. They know the...
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· 5 min read
7 Qualities of a Great Sales Coach
Being the sales coach to your reps is the primary function of your job. It’s the best pathway to achieving the sales quota. In this article, I list seven...
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· 6 min read
Another 10 Revealing Interview Questions to Ask Sales Candidates
This is a follow-up to my previous article: 10 Revealing Interview Questions to Ask Sales Candidates . This article focuses on making a job comparison between...
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· 5 min read
7 Questions That Reveal Why Your Sales Team Performance is Low
Why is your sales team performance not meeting your expectations? I ask this question to my clients on a first call to get their perceptions about why their...
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· 4 min read
7 Sales Mistakes To Avoid from a Painfully Awkward Video
The late, great comedian, Jerry Lewis, sat for an interview in his 90’s with a staff member from The Hollywood Reporter. The interview is known as 7 Painfully...
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· 3 min read
Use This Simple Technique to Increase Sales
You can increase sales by maximizing the opportunity with the buyer sitting in front of you. When a buyer shares an issue that your product or solution can...
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