How to Avoid and Reverse Sale Slumps
The phrase “sales slump” strikes fear into the heart of any sales professional. We’ve all been there, even the best of us. As the sales professional progresses from salesperson to sales manager, the dreaded slump
The Ultimate Beginner Guide to Industrial Selling
Industrial selling can be extremely lucrative — and extremely unforgiving. You’re not selling a software subscription someone can cancel next month. You’re selling welding supplies, machinery, components, and services that become part of another company’s
5 Second Rule in Sales
Bravery in sales is a real asset to a high-performance salesperson. Regardless if you are struggling with motivation, call reluctance, or having a tough conversation with a customer the 5 Second Rule might be a
How to Sell More by Simplifying Your Sales Reports
Every day in sales offices all over the world, great crimes against professionalism are being committed. Salespeople and sales managers are not opening sales reports, usually because they’re poorly formatted, not digestible or being sent
How to Lead Your Sales Team Through Tough Changes
Leadership can drive significant change in a business, but the success of new plans and growth strategies depends on how well your employees embrace and implement these changes. Picture this: You’ve devised a brilliant plan
Lesson Learned… Remember To Qualify Your Prospects
Not all leads are created equal. Just because someone expresses interest in your product or service doesn’t mean they’re actually ready to buy or are the best fit for your product or service. When someone
3 Reasons Your Sales Staff Keep Leaving You
It’s a shame, but the sales industry is known for having a massive staff turnover. Sales managers typically invest time, money and energy to attract the highest possible level candidate. However, hiring good salespeople is
How to Deal with High-Maintenance Salespeople
You’ve seen them on real estate reality shows. There’s one in nearly every office across America. Salespeople who are difficult to deal with. The problem is, they are usually the performers in the company, too.
3 Things a Sales Manager should be doing…
Sales Managers don’t manage people but manage sales energy. Both yours and your team’s energy. Being aware of how and when you have conversations is important. Tough conversations are approached best at the end of
9 Essential Responsibilities of a Sales Manager
A sales manager is responsible for the success of the sales team. This includes setting goals, creating and implementing a sales plan, training and coaching the team, and ensuring that they are meeting their targets.