A client recently had a major crisis. One of their top sales reps left going to work for a competitor. When my client checked out what was happening in that departing rep’s territory, they discovered they had little usable information.
If a top sales team member left, would they take all of your customer data with them? MORE »
Too many sales leaders do little to help their reps improve their objection-handling skills. How much coaching and training have you invested lately in how to best handle the most common objections being heard by your team?
How effective are your reps at handling objections from their buyers? MORE »
The reality is most companies do a really weak job onboarding a new employee. Too many organizations put little thought into this even though they are potentially impacting the motivational environment of their organization.
Could this idea help your new-hires better understand everyone’s roles in your company? MORE »
How are you functioning as the leader of your sales team? Are you functioning as a Sergeant Major…or a General? And the way we can help you achieve success managing your team is by making sure you have the proper philosophy of sales leadership.
Do your people see you as a Sergeant Major or as a General? MORE »
How much training and coaching did you receive when you were first promoted to sales leader? Who helped you understand how to effectively motivate sales professionals? How to coach someone through their multiple-stepped selling processes? How to help reps develop effective account strategies?
Who’s coaching you to become a stronger leader of your sales team? MORE »
By Rick Mullen, Maintenance Sales News Magazine Associate Editor – Originally published at http://maintenancesalesnews.com/msnNews0120.htm During a presentation at the recent ISSA Show North America 2019, in Las Vegas, NV, titled, “Winning Selling Strategies for Today’s Disruptive Sales Realities,” Sales Consultant Jim Pancero told an audience of cleaning professionals that selling has changed dramatically in recent years. “Fifty years ago, in
Generational Changes Driving Today’s Sales Process MORE »
Does your team have strong enough competitive awareness to effectively defend and win against your direct, and indirect, competitors? Can your team pass my test on the three levels of competitive awareness? 90% of the salespeople I’ve interviewed are only functioning with two of these three critical competitive awareness levels. How will you, as the
How strong is your team’s competitive awareness? MORE »
How many of your reps can pass the “Hellarewe Bird” test? If you’ve ever heard me present then you’ve likely heard me talk about the “Hellarewe Bird”…the three-foot birds who live in four-foot grass and spend their whole life saying “Where the hell are we?” I tell the story to make a point about behaviors
How many of your reps can pass the “Hellarewe Bird” test? MORE »
Are your reps really connected with their most important customers? How many of your important customers are you just “one car wreck” away from losing because your sales rep only has one real contact/connection at their account. But if that single-contact buyer is promoted, fired, or just not there anymore (and that’s your only contact)
How many customers are you ‘One car wreck’ away from losing? MORE »
As a sales consultant and trainer, I see the majority of sales reps today are merely functioning as reactive order-takers asking the same servicing questions until their buyer switches to a lower-priced competitor. But it doesn’t have to end this way! Learn the problems with the four questions most of your reps ask on every
Are you leading a team of Firefighters or Arsonists? MORE »
