While delivering our Sales Management Leadership workshop recently, a medical equipment sales manager in the audience raised his hand and said, “I see myself as more of a “player-coach.” I asked him to elaborate. He went on to share a recent example when he was working with one of his more productive and experienced salespeople. … Read full article
Our August 10-12 “Getting Into Your Customer’s Head” sales training seminar is now sold out. Please contact us regarding future dates and locations.
When you view a signed deal from the customer’s point of view, you are ready to engage Sales Role #7: The Teacher. At this stage, you teach your customer how to achieve maximum value from the new product or service you have provided. Don’t expect that one training session with a few end-users will be … Read full article
Is it easier to sell to a current customer or to a brand new prospect? Do satisfied customers hammer you on price as much as new customers? Do dissatisfied customers provide referrals? Do you enjoy spending time with dissatisfied customers? You know the answers to these questions! If you are having problems, it’s time to … Read full article
Your prospect signed on the dotted line! All your hard work… the sales calls, the meetings, the sales presentations… it’s a done deal! No it isn’t!!! Have you ever noticed your customers who are the most enthusiastic and pleased on day one are the most likely to suddenly be dissatisfied on day two? What precipitates … Read full article
People in sales should know the importance of making a good impression: without it you can’t earn the right to do business with people. Each customer contact provides us as sales people the opportunity to make a good impression. Remember the maxim in sales and marketing: the prospect must be touched five to ten times … Read full article
Inexperienced sales managers assume that if they solve the problems salespeople bring to them then sales reps will automatically sell more. Not true. Sales managers must expect salespeople to solve their own problems instead of doing their thinking for them. When a salesperson comes to the manager with “a monkey on his back” it is … Read full article
Questions every sales managers should consider in their strategic/team development plan include: Which salesperson is ready to step up and assume the lead role on this team? If I were to set a team goal to increase sales by 30% over the next 12 months, what obstacles would stand in our way? Is there anyone … Read full article
There are actually 29 specific time-wasters that a lot sales managers suffer from. Sales managers become buried in busy work, putting out fires and feeling overwhelmed. They’re working harder than ever–unable to catch up–and no time for their number 1 priority: sales coaching. The result? The individual on the team with the most highly developed … Read full article
Hanging on to low producing salespeople is detrimental to your sales team! Untrained sales managers aren’t coaching reps on a consistent basis. This leads to the manager not understanding why the sales rep continues to turn in a poor performance. The sales manager then reacts to a rep’s poor production by “buying” the rep’s excuses, … Read full article