The Makeup Of Great Sales Trainers
“What makes a GREAT sales trainer? Ah … the makeup … personality? character? talent? skills? knowledge? attitudes and beliefs!!!! Attitudes and beliefs make up the most important part of a…
The Impact Of A Product Knowledge Focus
Can product knowledge get in the way? YES! A friend and past mentor, Ron Willingham, once told me that all salespeople sell with some type of focus. That focus can…
A Talent Fit For Your Organization
Most companies do not know how to do find a “talent fit.” And, here are reasons why: 1. They do not know the top six traits in order of priority…
The Challenge Of Door To Door
What a great training ground for a sales professional … Door-to-door sales will stretch your sensitivity to rapport building in many ways, and it will require you to learn to…
Stimulating Competition Or Pursuing Greatness?
The following may be a little controversial. However I do not intend to be divisive… just a little weird or unusual about the subject of competition. Alfie Kohn wrote a…
Some Sales Planning Basics
Some Basics … Sales blocking and tackling stuff (use anything that will help you or your people) … The following information contains questions and comments that will help your salespeople…
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…