Posts by Jim Pancero
Can you define the steps of your team’s selling process?
Do you have a clear definition of the steps of your team’s “Identify to close” selling process? Is your team wasting massive amounts of selling time and effort because they keep trying to redefine their selling process with each new selling opportunity? Learn how, as their sales leader, you can lead the definition, and implementation…
Read MoreCan you and your team accomplish one thing this morning to help achieve your goals?
Check out motivational sales expert Jim Cathcart’s idea to help you achieve your team’s sales goals faster…and with more success. It’s an idea that’s had a major impact on my success…think it can help you and your sales team? Love to know what you think of his idea! And please reach out if I can…
Read MoreWhat can you and your sales team learn from McDonald’s?
McDonald’s found a way to package better service by providing faster, simpler and easier to use solutions to their customer’s challenges. Can their creative idea to providing a better customer experience help you and your sales team? Love to know what you think of their idea! And please reach out if I can answer any…
Read MoreAre you coaching your reps before…or after they lose all their selling power?
Learn how (and why) you, as a sales coach and leader, need to get involved earlier helping your reps win business…before they lose all of their selling power. And please reach out if I can answer any questions or offer ideas to help you become a better leader of your sales team.
Read MoreWhat are the best skills to look for in the next sales rep you hire?
Do you have the same hidden hiring bias most sales managers have without even realizing it? Learn a different way to evaluate and select the skills of your next sales hire. And please reach out if I can answer any questions or offer ideas to help you become a better leader of your sales team.
Read MoreHow can I motivate my salespeople?
Learn the four rules of motivation…and how they can help strengthen your skills as a coach and leader of your sales team. And please reach out if I can answer any questions or offer ideas to help you become a better leader of your sales team.
Read MoreBuilders FirstSource Testimonial
“We used Jim Pancero for our sales training, and I got to tell you what came out of it was fantastic. What I thought was going to be more salesMEN driven, it really became a sales management driven tool for us. And he was fantastic in terms of what his delivery was, in terms of…
Read MoreThe University of Industrial Distribution
Save the Date for 2019! The 2019 University of Innovative Distribution program will take place March 10-13 at the JW Marriott Indianapolis in Indianapolis, IN. You will not find a better sales management training program in the country. I have been honored to be an instructor for the last 10 years. Since 1994, the University…
Read MoreMillennial employees may be just as frustrated with you as you are with them
By Jason Cannon, January 23, 2018 in Truck Parts and Service Follow @By_Jason_Cannon on Twitter Millennial employees can be difficult to manage but Jim Pancero, speaking Tuesday at Heavy Duty Aftermarket Week (HDAW) in Las Vegas, says they may be just as frustrated with old-school management processes that have failed to adapt to changing business climates. “We…
Read MoreGenerational Differences Present Challenges for Employers
January 2018, from TruckingInfo.com by Denise Rondini, Aftermarket Contributing Editor – Also by this author There have been more dramatic changes in the last three years than there have been in the previous 40, according to Jim Pancero, “The Powerhouse of Sales.” Speaking at Heavy Duty Aftermarket Week in Las Vegas he said handling the challenges is complicated…
Read More