Colleen’s Blog

There's the competition you're thinking of, and there's the competition that might be flying under your radar. Let's take a look at who your competition truly is. 

I was working with a CEO and his management team recently and the CEO said, "If you're batting 300, you would be in the hall of fame." It was a great reminder to salespeople that we don't win all the business.

In today's world, you either decide to be digital or you decide to be dead. What's your choice?

One thing that I know all top performers have in common is that they're really good at self-assessing such as asking questions on what they did well on.

As much as we all wish that each client we work with turns out to be a dream, we often need to come back down to reality and face the facts. There are certain instances where clients simply need to be fired. Sometimes, they're unprofitable. Other times, they're simply too painful to deal with. Whatever the reason may be, getting rid of them should be done carefully and professionally.

I've been working a lot with sales managers over the past few months and interestingly, we've been talking about recruiting, retention, motivation, and top performance. They all have one thing in common.

Recently, I've been doing a lot of research with our clients and a lot of reading on sales turnover rates because it's impossible to create a non-stop sales boom if you have high turnover.

Recently on my LinkedIn page, we've been having an interesting discussion on compensation plans. Over the course of my career as a consultant, I've met two or three sales leaders who like to have compensation plans that "keep their salespeople guessing" because they think it "keeps them on their toes."