Sales Management Articles

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.

Can your reps shorten their “Selling Cycle Times?” MORE »

How much prospecting time are you investing each week in your territory?

Graphic showing Jim Pancero in an archway with the text, "Want to add more energy to your sales team?" on the right.

The reality of sales leadership is if you’re not setting goals and expectations for your team as their coach and leader…then they probably won’t achieve the performance levels you need and expect. In too many organizations prospecting is left up to each salesperson with the assumption if they have some extra time they’ll put it into new business prospecting efforts.

How much prospecting time are you investing each week in your territory? MORE »

Think your team could take advantage of my friend’s idea to increase your sales and profitability?

Graphic showing Jim Pancero in an archway with the text, "Think trying one new idea a week could increase your sales?" on the right.

What can you do to review with all members of your team how you expect them to conduct themselves ethically and professionally in how they deal with customers and solve their problems?

Think your team could take advantage of my friend’s idea to increase your sales and profitability? MORE »

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