10 Things You Can Do to Become a Better Salesperson Right Now20170314174712

10 Things You Can Do to Become a Better Salesperson Right Now

We all want to improve as sales professionals and skill development is a lifelong process. Here are ten things you can do right now to become a better...
5 Behaviors of Stellar Salespeople You Should Replicate Now20170308154304

5 Behaviors of Stellar Salespeople You Should Replicate Now

We desire to be stellar salespeople. But what are the common characteristics of superstars? Some traits deal with internal factors such as personality...
4 Simple Steps for Upselling Your Customers20170201180421

4 Simple Steps for Upselling Your Customers

What is your strategy for leveraging more sales with your existing customers? Apart from simply asking for more business, the goal is to develop or re...
Why Bad Salespeople Get Hired20170113141605

Why Bad Salespeople Get Hired

Bad salespeople get hired everyday. They can devastate a sales team and a company’s reputation. Recently, a friend told me over lunch about a sa...
4 Smart Ways to Coach Your Sales Reps on a Sales Call20161214010749

4 Smart Ways to Coach Your Sales Reps on a Sales Call

How often should you step in and save a sale when you’re out in the field with one of your sales reps? You need the revenue, so why not? As a sales co...
Hire Better Sales Reps By Adding This20161102132324

Hire Better Sales Reps By Adding This

It’s a little unnerving to look back on a salesperson’s first six months and realize that the interview was that employee’s career highlight.  Too oft...
7 Reasons Sales Managers Fail20161024200425

7 Reasons Sales Managers Fail

Why do sales managers fail? Let’s face it, the job of a sales manager is one of the toughest occupations in business. Part strategic and part ta...
5 Steps to Holding Your Salespeople Accountable20161019125530

5 Steps to Holding Your Salespeople Accountable

xPotential SellingOctober 19, 2016, , , , , 0 comments
I received a call from a Sales Director recently who told me that his Sales Managers fail to hold their salespeople accountable. He said: “My Sa...
9 Smart Questions Successful Hiring Managers Ask Before Recruiting Salespeople20161011161510

9 Smart Questions Successful Hiring Managers Ask Before Recruiting Salespeople

People call me every day about hiring salespeople. I always respond with, “Describe the sales role please.” Many times they will struggle with definin...
16 Questions You Need to Ask Your Customers Right Now20160913144633

16 Questions You Need to Ask Your Customers Right Now

Ask your customers about their business and where it’s going. Focus on collecting information relevant to what, why and how customers buy from you. In...