Recruiting Great Sales People
You say it to your sales team all the time: “ABC. Always be closing.” Well, as a sales leader, I’d recommend that you adopt a slightly different mantra for yourself: …
Eliminate Negative Self Talk from Your Sales Team
Negativity can be a real killer on any sales team. I’ve seen good salespeople and great sales teams erode rapidly because a single poisonous thought permeates the team. This crops …
Converting Dysfunctional Sales Teams to High Impact Sellers
Dysfunction: the word comes up in conversation every day, usually in relation to crazy families, nutty reality show contestants, and all-around gossip. But what happens when the word dysfunction can …
The Myth of Over-Delivering
It sounds like the dream sales team: the one that under-promises and over-delivers, creating an overjoyed customer and exceeding expectations on the sale. What more could you ask for? Have …
Can Your Sales Team’s Rapport with Clients Be Too Strong?
Relationships between companies and their clients are complex in nature, the deepest link being between the sales rep themselves with their clients. One frequent issue that often arises is the …
Ways to Protect (and Grow!) Your Customer Base
Keeping customer loyalty is one of the greatest challenges in sales. This can be especially challenging if your product or service is one that is offered elsewhere on the market …
Leveraging Your Sales Team for Greater Success
The obvious marker of success for a sales team is bringing in revenue for the company and hitting goals and targets. That said, there are some strategies you can undertake …
Three Tips for a Memorable Sales Process
For a buyer, the term “sales process” can conjure up some unpleasant feelings. I often get questions from business owners and sales leaders about how their teams can combat that …
Three Actions that Lead to a Customer for Life
It’s a statistic that’s commonly repeated in sales departments: it costs five times more to gain a new customer than to keep an existing one. That’s why it’s important to …
Motivating Your Sales Team: It’s (Not) All About the Money
When sales managers think about keeping their sales teams motivated, they often make a critical mistake. Most of them immediately think of money, and most assume that the entire team …
Best Practices for Effective Compensation
Compensation plans for sales teams can be one of the trickiest tasks for a sales leader. Countless commission structures fail despite sales leaders’ and business owners’ best intentions because they’re …
Taking Out Your Sales Trash
One day while I was out on my early-morning oceanside run in the South Beach neighborhood of Miami Beach, Florida, I passed a large group of city workers picking up …
