TAKES THE GUESSWORK OUT OF RECRUITING … Increase your ODDS of finding a great salesperson or sales manager by 10-15 times over traditional methods of interviewing and reference checking. Use…
“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…
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…
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…
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…
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 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…
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…
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. …
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…
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