How to Double Your CRM Adoption Rate

“You’ll lose your job if you don’t use the CRM.” That should work, right? Surely your salespeople will get on board if their jobs depend on it. Not exactly. Even when people’s jobs are on the line, only 40-60% of sales reps are using their CRM — leaving your company with inaccurate data, stunted growth, … Read moreHow to Double Your CRM Adoption Rate

How to Minimize Turnover on Your Sales Staff

Turnover in sales is high — to say the least. With an annual sales turnover rate of 27%, it’s actually double the rate of the overall labor force. Not only are the rates unfortunate, but they’re also costly. The time and money you spend on sales training are lost. Your investment doesn’t bring the return you needed. It’s … Read moreHow to Minimize Turnover on Your Sales Staff

Increase Sales in Your Organization by Building a Culture of Positivity

B 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. … Read moreIncrease Sales in Your Organization by Building a Culture of Positivity

Wireless Retailers: How to Drastically Improve Your Employees’ Phone Greetings

No one actually makes a phone call anymore, right? Who would call a wireless store before they buy their phone? They can see stock online, map their own directions, and do their own research, so does anyone really call? Yes! And as a wireless retailer how you answer the phone matters! If you don’t have … Read moreWireless Retailers: How to Drastically Improve Your Employees’ Phone Greetings

4 Tips to Share With New Sales Reps Before Their First Appointment

Don’t barf on the customer’s shoes. Dismal failure is highly unlikely. These are the two most basic lessons new sales reps need to understand before going to their first solo sales appointment. New salespeople are nervous, to say the least (hence the vomiting advice)! As a manager, it’s up to you to set your new … Read more4 Tips to Share With New Sales Reps Before Their First Appointment

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 … Read moreThe 3 Critical Roles of a Perfectly Structured Sales Team

Why Home Restoration Businesses Are Wasting Their Time Without Sales Lead Management Software

Restoration companies need to be in the right place at the right time. When the flood comes, the fire consumes, or a pipe bursts, your company wants to be on speed dial. But how do you get your restoration company on their short list? In home restoration, you depend on referrals. Sure, you go through … Read moreWhy Home Restoration Businesses Are Wasting Their Time Without Sales Lead Management Software

Be Brief, Be Brilliant, Be Gone: A Lesson In Sales Cold Call Training

The busier the prospect, the better the prospect they are. I’ve spent most of my career owning business-to-business call centers and teaching people the tricks of the cold-calling trade. And we find this to be true across the board. If you’re finding the right prospects, they won’t have much time to talk to you. It’s not that they hate … Read moreBe Brief, Be Brilliant, Be Gone: A Lesson In Sales Cold Call Training

Avoid These 4 Costly Mistakes When Hiring a Sales Team

It’s tough to find a good salesperson — especially if you’re selling commodities. And when you’re hiring sales teams, building an entire group of great salespeople seems impossible. After all, it takes more than good commissions to make a top seller. You can’t just up someone’s pay in hopes they’ll transform into an awesome salesperson. … Read moreAvoid These 4 Costly Mistakes When Hiring a Sales Team

The Most Successful Sales Teams Avoid These Time Management Mistakes

As a salesperson, you have a say in how your day unfolds. But as you balance working in the office with prospecting and helping clients, are you really making the most of your time? Below we’ve listed the most common time management mistakes that salespeople – and sales managers – make. If you want your … Read moreThe Most Successful Sales Teams Avoid These Time Management Mistakes