Colleen’s Blog

Often, the obvious pick for a sales manager is also the wrong one.

Is your sales team in touch with your organization?

As sales managers, you can’t solve your team and company’s problems if you're not talking to customers directly. Especially during these uncertain times, I know many of you have become comfortable with just sitting behind your desk. However, you need to get out and talk to customers or, at least, talk to them virtually.

I often come across sales managers and business owners who are nervous about building or expanding their own sales team.

If you’re like most salespeople, you probably dread at least one essential sales process, such as prospecting.

Here we are in a new year, let's reflect a little on what sales lessons were learned last year.

The big mistake repeated far too often by sellers throughout the global pandemic—and in any period of abrupt change—is believing that if you wait long enough and keep on working the way you always have, things will eventually get back to normal.

There's an easy way to improve sales closing ratios. When a sales leader notices that his or her ratios aren't up to par, a variety of tactics are often implemented.

We can talk about methods, strategies, and tactics until we're blue in the face. But, the truth is, your sales team won't be as effective as they can be if they don't have the daily habits in place to create consistent sales results.

Over the past few months, due to travel restrictions, companies have been conducting more and more product training sessions. I'm not opposed to product training, but it's critical that we don't pitch product features to our customers. Instead, what we need to do is transition product training into value training.