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 ...
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...
10 Smart Ways to Overcome the Most Common Sales Training Problems20170724184650
10 Smart Ways to Overcome the Most Common Sales Training Problems
6:46 pmHuman Resources, sales management, sales manager, sales process, sales tips, sales training, salespeople, success0 comments
Sales training can be highly effective. It can also fail to provide the ROI you expect. Here are 10 reasons why sales training doesn’t work, and the s...
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...
8 Reasons Why Qualifying Makes You an Awesome Sales Rep20170620185418
8 Reasons Why Qualifying Makes You an Awesome Sales Rep
1. You don’t get derailed by unknown decision-makers. Part of qualifying is finding out each of participants involved in the purchase decision. Fully ...
Avoid Hiring the Wandering Sales Candidate20170522221554
Avoid Hiring the Wandering Sales Candidate
Hiring salespeople is difficult. In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have ...
Beware of Hiring the Golden Child20170515185322
Beware of Hiring the Golden Child
The Golden Child interviews well, but fails to meet your expectations. You struggle to hire good salespeople but experience frustration when they fai...