Colleen’s Blog

Ready to hire a new salesperson or salespeople for your team? Do this before hiring!

As a seller, each day you have a set of tasks that need to be completed. Don't put off your "must-dos."

There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs) combined with field reps. I touched on it in this article: let’s now explore that point in more depth.

Far too many sales organizations focus only on the internal KPIs (the things that drive your performance): sales velocity, sales process, your funnel, your pipeline, the number of calls you make, the number of conversions you make, your closing ratio, or your average sales cycle. 

Creating and maintaining a high-growth, high-profit business in your marketplace—one where sellers, leaders, and customers all thrive—is essential. That’s why, for many years, I’ve advocated putting value-based selling at the centre of your work.

The big mistake repeated far too often by sellers throughout the global pandemic—and in any period of abrupt change—is believing that if you wait long enough and keep on working the way you always have, things will eventually get back to normal.

We can talk about methods, strategies, and tactics until we're blue in the face. But, the truth is, your sales team won't be as effective as they can be if they don't have the daily habits in place to create consistent sales results.

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.

How do you sell in a hybrid selling environment?

I want to share with you a tale of woe.