Colleen’s Blog

In order to help your team get past their fear and ego, I suggest focusing on referrals as a sales strategy. Have a referral blitz, a referral campaign or a referral contest. Motivate your team to get referrals through healthy competition, prizes and financial incentives, or just accolades for having the most referrals in the business. Make referrals an important piece of your sales plan and incentivize and reward your team to get them by ensuring that you’re rewarding them accordingly.

Referrals are one of the most powerful tools to generate sales. So why do sales reps not use them more often. Take the quiz and find out!

Thanksgiving has me thinking about all that I am thankful for:

Have you ever worked hard to close opportunities and then, after you’ve finally inked the deals, you realize that your pipeline is dangerously empty? This is that trap – we work hard on one part of our pipeline and other parts suffer.

Startups face unique challenges when establishing sales teams and building a pipeline of consistent results. One common approach is to use a “player-coach” sales manager. Is that good or bad? Take the quiz and find out!

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