Colleen’s Blog

Financial compensation doesn't have to be the only approach to commission. There's another, perhaps more valuable approach which can further motivate your sales team to produce results.

When it comes to hiring, the number one skill or behavior to look for is teachability/coachability.

There is absolutely a difference between how top sellers interact with people, compared to how mediocre or poor sellers interact with people.

Have you ever thought of debriefing your sales calls—the good, bad, or mediocre ones? It’s a great practice to get into.

I have a challenge for you, ditch your powerpoint. Do this for the next week, or even the next month. Wondering why?

A large number of my clients this year are looking to grow and retain their existing account base. They want to grow and retain those existing accounts at the highest level possible in their marketplace to better serve them and provide more value.

Especially in 2020, you need to diversify your prospecting to ensure long-lasting success.

If you travel a lot with work—as I do—it exposes you to a much wider variety of ways that people experience the world around them. But travelling can also make us keen observers of human beings and how they do business with each other.

One of my clients chose “predictability” as their company’s 2020 theme. I thought that was a really laudable goal because, in choosing “predictability” as the theme, they created sales processes, territories, and named accounts to really give the sales team the focus they needed to produce predictable results. More importantly, what’s the central key to ensuring that you and your client have predictable results? Adherence to the process. 

This time of year has a certain appeal to it. I think all of us, to varying degrees, recognize the power of a fresh start at the beginning of each January.