Colleen’s Blog

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

It's easy to get "bogged down" by our daily tasks, calls, meetings, emails, coaching, and so on. But, in the midst of the never-ending list of "to-dos," don't forget to "information gather" and ask your sales team these questions:

Is your buyer part of the solution? Confused about what this means, exactly? Let me explain.

Do your customers like talking to you and members of your sales team?

Is it possible to create predictable results in unpredictable times?

As a sales professional, you have the privilege of coming into contact with a variety of different people and personality types.

This time of year has a certain appeal to it. I think all of us, to varying degrees, recognize the power of a fresh start at the beginning of each January.

Stop hanging on to poor sales performers! It's becoming increasingly apparent to me that sales leaders hesitate far too much when it comes to getting rid of their dead weight. In fact, this is a common element I come across in many dysfunctional sales teams I observe. Wondering if, perhaps, this is something you might be guilty of yourself?

As we inch closer to the new year, I wanted to discuss the best way to end the year.

I recently completed a number of studies regarding sales leaders and their salespeople. And one element that keeps resurfacing is that their salespeople are reporting that they want their leaders to be more solutions-oriented. When I examined this closely to determine what that specifically meant, I discovered salespeople want—during a coaching session or sales meeting—the sales leaders to help them solve their problems.