Articles for Sales Management Professionals

What can you do, as the leader of your sales team, to discuss with your reps the difference between solving symptoms and solving actual problems? Today’s video talks about this challenge of only solving symptoms and missing the real customer problems. When you can sell to your buyer’s problems, and not just their symptoms, you’ll sell even more!

Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.

How many of your reps go to their customers asking the same questions of “Anything you need?” “Anything coming up?” “Anything I can help with?” And “How's the family?”

It's tough finding exactly what you want in a new salesperson. A great way to achieve better hiring decisions is to ask better questions. Considering including these four sets of questions to ask sales candidates. 

Could any of your reps benefit from help improving their efficiency and effectiveness?

Are you leading your sales team…or just acting as the head doer?

Do you know the three multiple-step tactical tools sales reps need to master for long-term success in selling?

Today you can’t just give customers what they ask for…you have to do more. How are you improving the service you offer your buyers?

Plant tours are critical selling tools for any business and is a positive way to communicate (and demonstrate) your uniqueness and value. Think a tour recording could increase your team’s selling effectiveness?