5 Qualifying Questions to Ask Your Sales Reps20180611060016
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...
10 Awesome Follow-up Questions to Get Your Buyer Talking20180531195028
10 Awesome Follow-up Questions to Get Your Buyer Talking
7:50 pmfollow-up questions, Questions, sales, sales coaching, sales process, sales tips, sales training0 comments
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 bec...
Yet Another 10 Revealing Interview Questions to Ask Sales Candidates20180403153436
Yet Another 10 Revealing Interview Questions to Ask Sales Candidates
3:34 pmhiring, Human Resources, recruiting, sales, sales assessment, sales management, salespeople0 comments
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 curr...
7 MORE Qualities of a Great Sales Coach20180222185604
7 MORE Qualities of a Great Sales Coach
6:56 pmcoaching, sales, sales coaching, sales leadership, sales management, sales manager, salespeople0 comments
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 ...
7 Qualities of a Great Sales Coach20180206192452
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 se...
Another 10 Revealing Interview Questions to Ask Sales Candidates20171002171857
Another 10 Revealing Interview Questions to Ask Sales Candidates
5:18 pmhiring, Human Resources, Questions, recruiting, sales, sales management, salespeople0 comments
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 ...
7 Questions That Reveal Why Your Sales Team Performance is Low20170919174413
7 Questions That Reveal Why Your Sales Team Performance is Low
5:44 pmaccountability, hiring, sales, sales management, sales manager, sales process, salespeople0 comments
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...
7 Sales Mistakes To Avoid from a Painfully Awkward Video20170827222452
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 P...
Use This Simple Technique to Increase Sales20170821143938
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 solutio...
9 Reasons Why Top Salespeople Leave20170718152605
9 Reasons Why Top Salespeople Leave
3:26 pmhiring, Human Resources, retention, sales, sales leadership, sales manager, salespeople0 comments
Finding good salespeople is hard enough. Losing a good one can really sting. Why top salespeople leave can be a mystery. According to Harvard Business...