Colleen’s Blog

Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!) come across a seriously flawed sales strategy. However, I have come across many (and I mean many!) sales strategies which ultimately fail. So, what’s the missing link? If most sales strategies are sound and concrete, why do so few of them make a lasting impact?

You can't be afraid of your own pricing.

Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be.

There's a step that's commonly missing in account management planning. Do you know what it is? Many strategies look like this:

Do members of your sales team freeze up at this key moment?

Effective sales coaching can be elusive. Often, it can be done with little to no structure, on an impromptu basis, or only conducted when a seller is in a slump.

Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster.

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.

Are you underestimating the power of testimonials for your sales?

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.