Articles for Sales Management Professionals

How many of your reps could be selling more…if they just put more energy into their territory? How you motivate your people and get them energized is a critical component of effective sales leadership.

How many of your reps sell utilizing a self-focused approach? How many were taught a “feature-benefit” presentation style?

Today’s video describes how everyone is delivering this same response and how your team can increase their competitive edge by improving their answers. And when you do, you’re likely to sell even more!

There are three skill sets a salesperson needs to master to achieve long-term success in selling. We can view this as three points on a triangle.

How many of your buyers are saying “If we're interested we'll call you.” (and then never calls).

Think you can increase your buyer connectivity by using Zoom (or any other video platform)?

What can you do to make sure your reps add more stability to their territory by expanding their buyer connectivity?

What can you do to help your team increase all three of their levels of competitive awareness?

You don’t have to show on paper you’re the lowest cost, just in range to say “For only a few cents/dollars more, you can lower your risk and make your team’s lives easier.”