Colleen’s Blog

Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role.

Today's global pandemic is an extraordinary public health crisis. As we get past the immediate challenge of doing what's necessary and wise to stay well and safe, the next big question is: "What must I do to keep going professionally?" Answer that by looking at the best practices of top sales leaders. The wisdom there is timeless. It applies to every tough situation—including this one. 

With everything going on the world with coronavirus, remember that it's not time to stop selling!

We're a couple of months into the year and maybe you're behind. Maybe January and February didn't start out as strongly as you would like. It's not the end of the world. In fact, being behind the first quarter of the year is probably the best time to be behind. However, more importantly, you have to do something about it.

As a sales professional, you have the privilege of coming into contact with a variety of different people and personality types.

The very best reps I know own their territories as if it were their own business. They plan for success in those territories proactively, rather than just taking whatever comes their way, crossing their fingers, and hoping for success.

I want you to throw out the concept of an ideal buyer. They just don't exist anymore.

Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately.

Over the last 12 to 16 months, I have been working with clients to help them implement a new sales methodology. And I'm telling you we have come up with a magic formula for implementation accountability and producing great results. This entails a bi-weekly 30-minute sales meeting that’s focused on one narrow skill area that you want your salespeople to accomplish and master.

There's a right way and a wrong way to handle objections. Let's start with the wrong way.