Articles for Sales Management Professionals

Our economy is definitely improving, and most markets continue to strengthen. Buyers are starting to do more buying. What a spectacular time to be prospecting!

Providing tours of your warehouses, offices or production facilities is a great way to communicate your value. How persuasive and impactful are your facility tours?

The majority of purchasing agents have been taught how to buy. They've also been taught the financials and all the technical information they need. But in most cases, they haven't been taught how to sell.

What are you doing to make sure your reps are doing more than just servicing their accounts and being their friends? Are they bringing new solutions and ideas? Are they suggesting new products or services that can truly help their customer lower their risk, make their life easier and/or increase their profitability?

A great way to strengthen your effectiveness as the leader of your team is to take an inventory of your ego. Most salespeople are successful because they have a strong ego. A strong ego allows a sales pro to successfully deal with all the rejections of selling.

Join me as I share the most critical sales leadership skills needed for success today…so your team can sell even more!

Join me as I share how you can vary your team’s sales messaging by utilizing sales campaigns. Think this idea of sales campaigns could help your team sell even more?

As the coach and leader of your sales team, are you a student of selling? How aware are you of the simple steps and structures of selling that can make your people more persuasive? Your job as their coach and leader is to help them discover these critical selling skills. How much selling skills coaching have you been doing lately with your team?

Are you asking the best questions as the coach and leader of your sales team? Your effectiveness as a sales coach is based on your ability to increase their awareness, increase their view of the direction they need to go with this account, to help them prepare and understand what kind of problems they might have on their calls.