Colleen’s Blog

Want to know two things that never go together when it comes to salespeople? Low confidence and high sales results. Seriously, have you ever seen a sales rep who sulks in the corner all day, talks about how tough it is to make sales, lacks overall self-esteem but simultaneously still manages to be the top performer in the company? Suffice to say that's a rhetorical question. It simply doesn't happen. Methods and strategies are great, but are you focusing enough on your sales team's confidence level?

I'm going to share a quote with you that a client recently reminded me of that I used to say all the time. 

Recently, I was on a sales call and the sales directors that I talked to had some interesting things to say that I want to share with you.

If you've been on this website for more than 5 minutes, you know that I love to talk about value. I want you to start thinking about value in four different ways.

Today, I have a challenge for you that you can do over the next week or the next month. Put down your Powerpoints.

Many of you have read a lot of the work we've done on account management. But here's what's really critical about account management.

There was an expression that I heard years ago from Alan Weiss, where he said, "Generalize and thrive."

Today, I have a challenge for you. I want you to throw out all notions that all micromanaging is bad because in fact, micromanaging your sales team can be a good thing.

Today, I want to talk to you about a problem that I see many people in our industry make and that is believing that giving your customers more choice is the best thing you can do for them.

Recently, I was speaking at a large conference that was focusing on sustainability and building technologies in the green space. After my presentation, someone came up to me and said, "Colleen, we need to stop focusing on the gloom and doom. We need to start telling people how great our solutions are."