Manage Sales Activities And Two Important Ratios

When the sales cycle is greater than ninety (90) days and begins to move toward six (6) months or greater, the closing rate is an unimportant way to manage sales…

The IT Factor In Leadership

What’s the “it factor” in leadership? As sales managers and coaches, how do we extract, lift up, and teach “it?” Let’s start with what the “it factor” is in leadership. …

Impacting Sales Performance – I

What specific things do you do to increase the sales of your team (Or yourself if you are a salesperson.) Here’s a thought … To increase sales performance, LEADERSHIP must…

The Sales Equivalent Of A No-Hitter

What would the sales equivalent of a no-hitter look like? Batters step to the plate and one by one they leave the game without a hit. So, in sales, for…

Sales Performance In Retail Financial Or Wireless Services?

After twenty+ years of working with sales teams in banking, financial services, and other BtoB companies, I’ve discovered a foundational problem to exist in Retail Financial and Wireless Services ……

Sales: Is It Art Or Science

Shakespeare knew the answer … “Where for art thou?” (Romeo: “Romeo and Juliet”) Romeo, while making the sale of his life knew that his true love needed wooing – She…

Game Changing Recruiting Technologies For Great Salespeople

When researching all the subject experts in recruiting, a best practice recruitment funnel emerges. After sourcing well to develop five or more recruiting channels, the three stages of recruiting are:…

What Motivates And Drives Success?

Motivation!  As a sales professional … What motivates and drives someone to achieve success?  Some are motivated by survival – the lights going out in the house.  For others it’s…

Are You A Professional Or A Salesperson?

I was thinking, “What’s the difference between a professional salesperson and a salesperson?”  Well … the whole question is semantical or oxymoronic. Why, because a salesperson does not need the…