Sales Management Articles

How to motivate unmotivated sales reps

Graphic showing Jim Pancero standing in an archway with the text, "How to motivate unmotivated sales reps" on the right.

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.

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Can your reps shorten their “Selling Cycle Times?”

Graphic showing Jim Pancero in an archway with the text, "Can your reps shorten their 'Selling Cycle Times?'" to the right.

We used to increase the efficiency of a sales team by shortening their selling cycle times. The time between ending one phone call and making another. If we shorten their time between calls we can increase their sales by increasing their volume of opportunities.

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