Articles for Sales Management Professionals
Are you leading a team of Firefighters or Arsonists?
By Jim Pancero |
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 …
Read More Can your team really prove your “Higher price – lower total cost” competitive solutions?
By Jim Pancero |
How effective are your sales team members at defending your higher prices against your competition? The majority of experienced sales reps can talk a good story about all the ways buying a higher-priced product can save your buyer’s money. But most also collapse when their buyer demands they prove on paper why spending more with …
Read More Can your team really prove your “Higher price – lower total cost” competitive solutions? MORE »
Can you define the steps of your team’s selling process?
By Jim Pancero |
Do you have a clear definition of the steps of your team’s “Identify to close” selling process? Is your team wasting massive amounts of selling time and effort because they keep trying to redefine their selling process with each new selling opportunity? Learn how, as their sales leader, you can lead the definition, and implementation …
Read More Can you define the steps of your team’s selling process? MORE »
Can you and your team accomplish one thing this morning to help achieve your goals?
By Jim Pancero |
Check out motivational sales expert Jim Cathcart’s idea to help you achieve your team’s sales goals faster…and with more success. It’s an idea that’s had a major impact on my success…think it can help you and your sales team? Love to know what you think of his idea! And please reach out if I can …
Read More Can you and your team accomplish one thing this morning to help achieve your goals? MORE »
What can you and your sales team learn from McDonald’s?
By Jim Pancero |
McDonald’s found a way to package better service by providing faster, simpler and easier to use solutions to their customer’s challenges. Can their creative idea to providing a better customer experience help you and your sales team? Love to know what you think of their idea! And please reach out if I can answer any …
Read More What can you and your sales team learn from McDonald’s? MORE »
Are you coaching your reps before…or after they lose all their selling power?
By Jim Pancero |
Learn how (and why) you, as a sales coach and leader, need to get involved earlier helping your reps win business…before they lose all of their selling power. And please reach out if I can answer any questions or offer ideas to help you become a better leader of your sales team.
Read More What are the best skills to look for in the next sales rep you hire?
By Jim Pancero |
Do you have the same hidden hiring bias most sales managers have without even realizing it? Learn a different way to evaluate and select the skills of your next sales hire. And please reach out if I can answer any questions or offer ideas to help you become a better leader of your sales team.
Read More How can I motivate my salespeople?
By Jim Pancero |
Learn the four rules of motivation…and how they can help strengthen your skills as a coach and leader of your sales team. And please reach out if I can answer any questions or offer ideas to help you become a better leader of your sales team.
Read More The University of Industrial Distribution
By Jim Pancero |
Save the Date for 2019! The 2019 University of Innovative Distribution program will take place March 10-13 at the JW Marriott Indianapolis in Indianapolis, IN. You will not find a better sales management training program in the country. I have been honored to be an instructor for the last 10 years. Since 1994, the University …
Read More JIM PANCERO, CSP, CPAE
Hall of Fame Speaker & Thought Leader
2006 Robin Hill Lane, Carrollton, TX 75007
800.526.0074 or 952.913.8998