How much account planning do you lead your team through at this time of year? For the majority of sales teams the last month of a business year and the first month of a new year traditionally involve some type of territory planning and quota assignments for the year. Account and territory planning are always […]
Using Formal Account Planning With Your Sales Team MORE »
You don’t have to shoot more 3-pointers to coach LeBron James. And you don’t have to be a better salesperson to lead an award-winning sales team. But you do have to understand the philosophies and process of good selling techniques. Don’t be the towel boy. Let Jim Pancero show you how to become a
Gaining Credibility with Your Sales Team MORE »
In this video Jim Pancero shows how sales managers can take the next step to becoming selling process coaches and become more effective leaders. Jim explains how changing the question is the answer to improving sales. Our thanks to our friends at ISSA for the production of this video and their permission to use
Go From Being a Sales Manager to a Selling Process Coach MORE »
An Interview with sales specialist Jim Pancero conducted by Stacy Ward, Managing Editor, FEDA News & Views, the voice of the Foodservice Equipment Distributors Association Sit next to sales consultant Jim Pancero on a plane and be prepared to rethink everything you thought you knew about sales, particularly if you’re in management or have umpteen
How Proactive is Your Sales Manager? MORE »
Every sales manager has strong opinions about what they think most needs to be “fixed” or improved within their sales team. A few of the most common responses I often hear from clients include the need for more closing skills or help in time management. Some think cutting prices will increase sales, while others believe
What’s Really Ailing Your Sales Team? MORE »
How would you and your team answer an important customer asking “What’ve you done for me lately?” What would you talk about? How many new ideas or suggestions have you offered your better clients over the last year? Too many experienced sales professionals have this reactive, repetitive, and singular “buy my product” approach to selling,
Sales Campaigns Increase Your Competitive Value and Uniqueness MORE »
All sales managers eventually wind up needing to invest time and effort interviewing, hiring and training new members of their sales team. How effective are your interviewing skills and efforts? The majority of sales managers don’t interview and hire new salespeople on a regular basis so their interviewing skills tend to be weak or “underdeveloped.”
Improve Your Team Hiring by Asking Stronger Interview Questions MORE »
The job of a sales manager is to help each and every one of your people achieve more than they would have achieved if just left alone. How are you helping your people achieve even more by coaching and helping them increase their Operational or fundamental selling skills? How often are you riding along and
How To Coach Sales Reps On The Fundamental Structures Of A Sales Call MORE »
Natural evolution of a dealership As dealerships get larger each person working there will tend to become more specialized. In the beginning when there are only one to three locations most managers are general managers getting involved in all major decisions. As they grow, usually by adding locations, they will need their top managers to
Reasons to Add a Sales Manager to a Dealership MORE »
Are there valid reasons for recording a salesperson’s travels by GPS? Short term I am sure a team’s sales would increase due to the bottom performers running scared and working harder. But long term I believe a team will lose its top performers (or future top performers) due to their feelings of “Big Brother” and
Are You Managing Your Sales Team by GPS? MORE »
