Jim Pancero

How old (and out of date) are your sales rep’s selling skills?

The last sixty years of selling have been an evolving process of change and evolution of what gave you a competitive advantage. Most sales reps, without further training and coaching, stayed at the philosophy and skill level they entered selling even as markets (and competitors) continue to evolve and get stronger. How many of your […]

How old (and out of date) are your sales rep’s selling skills? MORE »

How are you maximizing your sales rep Ride-With times?

As things open there is a high likelihood that you’ll have a chance to ride with your reps. How will you take full advantage of the coaching opportunities available when you ride with one of your sales reps? How are you managing and controlling the conversations you have with your rep in between customer sales

How are you maximizing your sales rep Ride-With times? MORE »

Are you thinking you just can’t motivate our youngest workers?

You likely are interacting (and trying to motivate) all four generations in the workforce today… Boomers (Over 58 yrs old), Gen X’ers (Over 42), Millennials (Over 27) and Gen Z’s (under 27). Have you often heard from managers “you just can’t motivate our youngest workers?” Join me as I share how other management teams re

Are you thinking you just can’t motivate our youngest workers? MORE »

Are your reps selling with a “Ready – Fire – Aim” sales philosophy?

How much pre-work or pre-planning are your sales reps doing to help increase their chances of winning the business? Join me as I offer some ideas of how you, as the leader of your team, can help your team think and plan multiple moves ahead…and selling on purpose!

Are your reps selling with a “Ready – Fire – Aim” sales philosophy? MORE »

How many sales pros are you losing to “The Great Resignation?”

These are volatile times where a record number of workers are changing jobs. What are you doing as a sales leader to insure all the members of your sales team are happy with their job and working or you? Join me as I share some ideas you can use to hopefully increase your team’s loyalty

How many sales pros are you losing to “The Great Resignation?” MORE »

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