Colleen’s Blog

Are you continuously dealing with prospects who are saying "No" to you or your products? I know, it can get frustrating. You may even find yourself more frustrated with your own inability to react to the rejection in a productive manner. A blank, disappointed stare or a quick exit from the room are a couple of common reactions that I've seen time and time again. There's good news, not only is there a better (and less awkward) reaction to handling rejections, but there's also a chance to close the sale at a later time if you play your cards right.

Want to know how to really motivate your team to perform at their best? I hear this phrase all too often "Motivate my team? I pay them!" Believe it or not, some sales managers believe that motivating their sales team is not a necessary practice. It's no coincidence that these sales managers are often leading extremely dysfunctional sales teams. It's an understatement to say that incorporating this type of philosophy is a huge mistake. On the other side of the coin, many sales managers base every reward on cash incentives, bonuses, trips and prizes. While this may seem appealing to some, making all recognition monetary is another big mistake that many sales leaders make. We've been tricked to believe that these forms of recognition alone motivate members of our team to perform at their best. Don't get sucked into this erroneous belief system!