Sales Management Articles

Here are three ideas to help increase your sales profitability and success.

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.

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?

What can you do to get your reps to be talking less by getting their buyers to do more of the talking?

Most salespeople assume they know their customers. But how much of their awareness is based on what buyers wanted years ago?

The best way to sell today is by using the old sales tools like the steps of a sales call to give you more control of your persuasiveness and having defined multiple-call sales plans. It’s getting higher, wider and deeper within an account to make sure you’re talking to the best people who will make a buying decision.

Join me as I share ideas your team can be using to focus more on problems instead of just symptoms…so they can sell even more!

How can we say we’re customer-focused if we rarely even mention our buyers and their problems in our writing?

What can you be doing, as the leader of your team, to have a strong balance between your positive to negative communications, even if it’s only “We know you’re trying hard?”

What can you do to help your reps realize how late they’re entering a new buyer’s decision process today? How can you help identify the best questions to ask early in their call to identify buyer decisions already made?