How to Reduce Turnover
It’s impossible to create a non-stop sales boom in your organization with a high turnover rate. Have you thought about how to reduce it on your sales team?
Proactively Managing Your Team’s Talent | Sales Strategies
Far too many sales teams underperform because they have underperforming sales reps in the team. These sales reps need to be replaced. Additionally, another reason for a sales team’s poor …
What If You Lost Your Biggest Customer? | Sales Strategies
I recently talked to a CEO whose sales were down $16 million. That represented a 20% decrease from the prior year. Thus, they were concerned. I asked him, “What would …
Most Sales Managers Aren’t Willing to Do This | Sales Strategies
I’m currently working on a large project where I work closely with several sales managers. Unfortunately, I have been disappointed with their managerial qualities. This is because they don’t practice coaching …
Stop Blaming Marketing: You Own Your Pipeline | Sales Strategies
When I ask sales teams what’s the number reason why their pipeline isn’t more full—how come they’re managing a pipeline so lean it’s going to be impossible for them to …
3 Ways Discounting Sabotages Your Sales | Sales Strategies
I recently talked to a group of sales leaders. It was the last three days of their quarter and they told me, “Colleen, we have to admit: we are having …
Demonstrating Tangible Return on Investment | Sales Strategies
Over the last few years, I have been working with a number of companies who have all formalized and institutionalized this process of demonstrating tangible return on investment with their …
A Normal Close Rate – And How to Improve It | Sales Strategies
I often get asked: what is considered a normal close rate and how do I improve it?
How to Shorten Your Sales Cycle | Sales Strategies
Today, I will be exploring how you can improve the metric of sales cycle length: how many days it takes to close a piece of business. If you can move …
The Biggest Reason You Don’t Get the Sale | Sales Strategies
You can sometimes learn a lot from your dog. I have a relatively new puppy at home and there’s one thing I noticed about her that all salespeople can learn …
Shape Your Future Success with Sales Velocity | Sales Strategies
Sales velocity is incredibly important because it is the measure of revenue that you bring in per person each day. It’s a great indication of the future success or the …
We Create Our Own Gatekeepers | Sales Strategies
It’s important to remember that we create the gatekeepers—they’re all in our own mind. If we create them, we can get rid of them.
