Where Do You Fall: How to Assess and Benchmark Sales Numbers?

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You know, like and trust your team: but how are they performing in their sales? While it’s important for managers to have constructive relationships with the sales staff they lead, relying solely on these strong relationships can lead to trouble. Failing to benchmark sales performance, and adapting strategies to address weaknesses, can mean missing your… Read more »

Are Your Top Performers Masking Management Shortcomings?

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Outstanding sales staff can do more than simply meet sales goals. They can surpass them. When your best staff are doing their best work, things can seem to be going very well. But the standout work of your superstars can also disguise other problems with the organization, including poor management. Here, we’ll explore some of… Read more »

Tee it up for Sales success!

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A unique and engaging sales workshop Well it’s that time of the year again, when we shed the winter attire, come out of hibernation  and our thoughts turn to chasing that little white ball around…     Each require discipline, practice and versatility as each shot, each sales engagment challenges us. Over the years I have… Read more »

5 Signs You Need to Bring in an Outside Sales Coach

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Often, sales team leaders start to look for solutions when it becomes obvious the status quo isn’t working. But how do you know the status quo is the problem? Here are five signs you need an outside sales coach, and how to choose a sales coach with the skills to address each problem. You can’t… Read more »

Aren’t Hitting Your Sales Goals? This Could Be Why

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Is your sales team fully staffed, but failing to reach the goals you expect of them? Have multiple attempts to address the problem failed to pay off in increasing numbers – or left your team still short of its goals? If so, it may be time to dig deeper. Falling short of your sales goals… Read more »

New Sales Leader? How to Thrive in Your Role

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Many companies appoint a new sales executive in an attempt to solve a problem. They want the new leader to address missed sales quotas, reduce turnover or fix other issues on the team. As a result, a new leader often feels “under pressure” to deliver results. Here’s how to take concrete steps to improve your… Read more »

8 Habits of Remarkable Salespeople

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Top salespeople don’t “luck” their way into success. They don’t stumble across their skills by coincidence. Top salespeople identify the core habits that lead to their success, and they practice them daily. Because success is a practice founded on habits, any salesperson can develop the habits needed to succeed. Here are eight habits of remarkable… Read more »

Lesson learned by a New Sales Manager

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It was sometime during 1994 that my Sales Director came to me and asked me to take on the role of sales manager.  For over 7 years I was a top performing sales rep for  MCI, a fortune 50 company.  My Director felt that since I was a strong salesman, I must automatically  have what… Read more »

Best Practices for Sales Leaders Workshop: March 21, 2018

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Front line sales management is the toughest role in any sales enterprise Many times, the best sales people are promoted to sales, only to find that those traits which proved essential when selling, do not translate to success in leadership.  In addition, there is little effective sales training in the market The most common problems… Read more »

How to Use Your DISC Assessment to be a Better Salesperson

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Employers and employees alike have used personality assessments for years. Employers like these assessments because they help gauge how employees fit within a team or department; employees like them because they both affirm strengths and suggest ways to improve upon weaknesses. Although dozens of personality assessments exist, not all assessments are created equal. For salespeople,… Read more »