Curious to know the Top Performers Secrets to Linkedin? Jill Konrath and Ardath Albee surveyed 3,094 sellers to find out how they were using LinkedIn to create new business opportunities. These sellers weren’t just salespeople. They also included entrepreneurs, sales...
Every year in November and December sales professionals toss around the notion that this is a terrible time of the year to sell. I hear comments like: No one wants to talk business People are on vacation It’s hard to get all the decision makers...
Tony is the new sales manager (2 months) at a company in the UK. Five months ago the company hired a fourth sales representative. This sales representative has not met the monthly quota and Tony’s boss has asked him to consider giving the new guy one more...
It is all in motivation. People do not do their best when they are not motivated. How often do you think – if only I could get my sales team more motivated? Chances are you’re overcomplicating things. Now, you do not want to be like Michael Scott from The...
The pressure is on… making quotas and profits, retaining sellers, keeping the pipeline filled. Sales managers can find themselves reacting rather than being proactive. Here are 5 common mistakes managers make when sales are down. (Keep reading...
When it comes to recruiting for open sales positions many companies prefer to buy instead of build. They invest their recruiting time seeking top performers within their business category thinking they’ll have quick time-to-performance. Companies think these...
Consider These Facts 56% of salespeople say they are not being coached the right way. 57% of salespeople say they want more coaching from their sales managers. Only 32% of sales managers are considered to be outstanding coaches by their salespeople. A survey of 278...
I’m a believer in affirmations. When I practice saying my affirmations – greater things come my way. For those of you who aren’t familiar with affirmations – they are statements that you repeat to yourself. By repeating the affirmations, your subconscious...
An earlier post mentioned my incredible experience with the top international 25 Sales Training Experts. For two days we collaborated on best practices and how we can touch more people and change more lives. Some words the women used to describe their brain power...
Finding and retaining sales talent is on Sales managers and VP of Sales radar screen at all times. Carole Bowen at WKIS in Miami interviews new talent even when she doesn’t have an open territory. She knows the downsides and loss of revenues to lose a top...
