Sales management Archives

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 won’t probably be considered for the National Gallery. “Awww… wow, Champ! That’s amazing! Did you do this?” He nodded, trying to hide how pleased with himself he really was.Now, I’m…

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January 14, 2022

Cold Calling

Where Fear Comes From

https://www.youtube.com/watch?v=7q-W1-V3tVE Fear can stop you in your tracks and really wreak havoc on your productivity. Learning more about where that fear comes from, can empower you to push beyond comfort zones and turn you into a high-performance selling machine. Understand where your fear comes from: is it a lack of knowledge about the product? Is it a fear of rejection? Once you understand the root of your fear, you can start to work on addressing it. Build confidence in yourself:…

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December 27, 2021

Sales Management

Building a Culture of Positivity to Increase Sales

Positive isn’t just my blood type — it’s also my philosophy. How do people reach success? Well, the common thread in my past endeavors is happiness. When people are happy and begin to envision success, they become an unstoppable force. If we want our organizations to be their best, we need to be positive. We need to lead by making good decisions that produce end results that benefit everyone. How to Build a Positive Culture Sure, there’s the mentality that…

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May 15, 2018

Sales Management

The 3 Critical Roles of a Perfectly Structured Sales Team

In a perfect world, sales departments hire three different types of people — then they let them play to their strengths. There are different types of sales jobs for different types of people. As a manager, you need to use that to your advantage. There are hunters, farmers, and account managers. And typically, a person good at making phone calls isn’t good at closing… and vice versa. Usually, these three different roles require three different personality types. If you want…

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February 6, 2018

Sales Management

How Much Should You Really Compensate Your Salespeople?

We all need motivation to do our best work – and money is a great source of motivation. But the structure of salesperson commissions can only matter as much as the actual amount. We aim for salespeople compensations to reward for big sales, give opportunity for growth, and keep people motivated to sell even more. Here’s how we do it. Foster the Mini-Business Mindset Good salespeople have spirit. When they use that spirit to operate their sales like their own…

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July 25, 2017

Management Tips

How to Cut Your Sales Training in Half and Improve Retention

When you hire a salesperson, you look for a few basic qualities: confidence, assertiveness, strong communication skills, and so on. The right strengths always help new salespeople, but there’s another piece to the puzzle of success. If you want new hires to succeed, you can't just hire the right type of person. You need a person who puts in the right type of activity. Why Don't New Salespeople Work Out? Here’s what often happens when you hire a new outside…

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November 10, 2016