Sales Management & Coaching
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Why Are Owners Terrible Sales Managers?
As a business owner, you may think that managing your own sales team is the best approach. However, as someone who has been in your shoes, let me tell you that being an owner and sales manager can be a recipe for disaster. First of all, as the owner, you are likely to be a […]
How to Motivate Your Salespeople Without Money
Know what’s long gone? The days of hard-working Americans chasing the American dream. Employees no longer stay at an organization for years purely out of loyalty. Employees no longer put in long hours in an effort to come out at top. Employees are no longer motivated by a few extra dollars. In this day and […]
Why Your Sales Reps Secretly Resent You
…and what you can do about it. “Sales is the best career option for people who hate to actually work.” I couldn’t tell you how many times I’ve heard various forms of that statement. It really is true. Selling as a profession isn’t about “work”. It’s about relationships. It’s about connecting with another human, finding […]
The 3 Biggest Training Mistakes Sales Managers Make
Have you ever spent loads of time training your salespeople, only to see them constantly make mistake after mistake? Did they even listen to you when you were showing them how to do their jobs? How on earth did you manage to hire such an incompetent group of people? Hold on. It isn’t always their […]
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 the box and taking action […]
11 Essential Time Management Tips for Salespeople
How many times have you missed your target by just one sale? One more quick signature and things could have turned out differently. A larger check, more respect from your boss and peers and you’d enjoy that warm, fuzzy, satisfied feeling of finishing the month on a strong note. The key to avoiding the opposite […]
Why You Should Outsource Sales Management?
I once met a printer who had a small print shop. He built his business over twenty years with one employee working the shop and his wife doing graphic design and working with clients. He managed the business and was the only salesperson. He told me over the years he had attempted (on several occasions) […]
The Secret To Effective Sales Coaching
Despite the fact that so many companies spend thousands of dollars on this service, the term “sales coaching” is often seen as kind of a dirty word in the industry. There are a few reasons for this. First, too many salespeople are driven by their egos. It’s sad but true that many (although not most) […]
How Your Sales Team Can Get Ahead During Seasonal Downtimes
If done right, seasonal downtime for a sales team can be one of the most profitable prep periods of the year. Do you want to improve your sales or do want to spend time making excuses about why a quiet period isn’t good for business? It can be a godsend. Here are five tips to […]
3 Things a Sales Manager should be doing…
Give your team a prospect list Does your team have a prospect list? So many sales organizations we visit with don’t have a prospect list. They hope their team can find them. NO!!! Your team shouldn’t spend wasted energy on researching. They need to spend time talking to prospects and working for meetings. Your role […]