Sales Management Articles

As a sales consultant, I evaluate a lot of sales territories and selling efforts. I’ve found the average rep has over half their territory exposed due to only having one contact.

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

Today’s video talks about how your team can realign and refocus these four critical selling skills for sustained success today.

Today’s video talks about how continuing to take advantage of online meeting platforms like Zoom can help increase your team’s customer connectivity and outreach…so they can sell even more!

Today’s video shares how you can shift from this older single-contact “rifle” style of selling to today’s more competitive multiple contact “shotgun” approach to reach out and connect with your important customers…so your entire team can sell even more!

Are your reps delivering an effective message of value and uniqueness when selling against lower-priced competitors? There are three components to improving your “Why do I want to buy from you?” messaging.

How are you measuring your team’s success implementing and utilizing the ideas, suggestions and improvements you’ve been offering as their coach and leader?

Too many reps, as they continue calling on their existing customers, keep asking the same old tired four questions over and over.

Being more efficient by accomplishing (and communicating) more in a shorter period of time on your calls and being more effective by delivering a stronger message of value and uniqueness. Improving these selling areas is one of the main reasons for you, as their sales manager, to be riding with your reps to observe and coach these selling efforts. 

One of the ways you can increase your team’s persuasiveness is to make sure anyone dealing face-to-face with your customers actually looks their buyer in the eye.