The skills required for managing, mentoring and developing a sales team are totally different from those required for selling. As a result, it’s not uncommon to find newly promoted sales…
Six Principles for Cold Calling
1. You are going to hear no. Don’t believe it means anything. Your dream clients and prospects get hundreds of calls from sales people. They have no way of knowing…
Fill Your Sales Talent Pipeline
For businesses and their hiring managers, the dent in the economy could mean finding top-notch talent who may have otherwise been unavailable. Here are five strong reasons why companies that…
5 Steps for Successful Role Playing
Results-oriented role playing turns this dreaded practice into a successful tool that produces results – as opposed to just an exercise to please your sales manager. Take a look at…
From Sales Rep to Solutions Provider
There’s no better judge of a sales person’s performance than his or her customers. These tips and tools from my book Sales Secrets From Your Customers, emanate from hundreds of…
Close the Gaps in Sales Rep Performance
No sales process is perfect. In fact, they aren’t supposed to be. The sales process is a road map that can be followed, marking the milestones that need to be…
Creating Inventive Sales Incentives
When I was appointed national sales manager of business credit information company Dun & Bradstreet South Africa, the company won the Hemispheric Sales Competition (a worldwide sales competition) for three…
Get Control of All Your Data
Business intelligence (BI) solutions are notoriously difficult to implement, and few meet user and organisational expectations. According to an ITWeb survey, only 19% of respondents at the 2010 BI conference,…
Put An End to Pointless Sales Meetings
“Paul,” said one of my coaching clients the other day, “I swear if I have to sit through another Monday morning sales meeting I’ll quit. They’re supposed to be an…
Building a Sales Metric Management System
Thinking back to one of the great cult films of the 1980s… Caddyshack. There is a conversation between Ty Webb (Chevy Chase) and Judge Smails (Ted Knight) in the locker…