Management Tips

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. Here are some tips I’ve learned from working with all kinds of talented salespeople over

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75% of Your Customers Would Rather Text You Than Use Social Media

It’s challenging for businesses to keep up with trends. One trend worth implementing in your business—and putting it through the necessary changes—is the mobile revolution. But not for the reason many people think. You see, it’s not social media that’s currently transforming customer service; it’s texting. Learn why your business

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How to Avoid Making Assumptions About Your Prospects

We’ve all been in a sticky situation. You’re negotiating carefully with someone only to find out you’d pinned yourself into a corner with no escape. To be honest, usually this is a corner of our own making and it’s usually a serious, expensive mistake. Just one of many classic examples

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Missed Calls Equal Missed Profits

Back in the day, if your toilet backed up, the first thing you’d do is pick up the Yellow Pages. You’d thumb your way through the plumbers section, find the nearest candidate and pick up the phone. But what happens if you got a voicemail? You wouldn’t wait for the

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What Parenting Taught Me About Sales Management

A few days ago, I was standing in my kitchen, preparing my coffee. My five-year-old son came up to me, tugging at my shirt-tail. “Daddy, Daddy look at this, I drew it!” Perhaps one day, my five-year-old or his two-year-old brother will become great artists. But right now, the drawings

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10 Sales Performance Metrics You Should Know {Infographic}

Are the performance metrics you’re using to track your salespeople really giving you the whole picture? In this infographic, The TAS Group and Salesforce Work.com created, they illustrate 10 essential metrics for tracking sales performance that will make you think twice!   Source:  The TAS Group and Salesforce  via www.marketingtechblog.com  

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How to Improve Your Sales Forecasts

It’s genuinely difficult to overstate the importance of forecasting your sales. But what if you forecast your sales inaccurately? Every salesperson wants to give good news to their managers about how many deals are closing. And sales managers want to give that good news to the business owners with unparalleled

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How to Get Your Salespeople To Think Like Bootstrappers

Most salespeople don’t hit their target consistently. It’s a sad reality, but it’s the truth. Maybe you’ve got a good company (if you read this blog, you probably do) but statistically, not everybody is a sales superstar. The ones that are superstars are usually proficient Bootstrappers. Bootstrapping means thinking outside

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3 Reasons Your Sales Are Stagnant

Stagnating sales. Even seeing those two words written next to each other is painful but, when you’re a manager having to tell them to a salesperson or you’re a sales person having to hear your manager voice them out loud, it’s even worse. There are key misconceptions over the reasons

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Why Sales Management is a Lot Like War Strategy

The legendary Chinese military general, Sun Tzu stated that “opportunities multiply as they are seized”. Any good salesperson will know that feeling at the beginning of a steamrolling month that leads onto many more sales and referrals later down the line. How many more parallels could be found between sales

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