Articles for Sales Management Professionals

Graphic showing Jim Pancero in an archway with the text, "4 key areas to increase your competitive advantage" on the right.

Have any of your senior sales reps plateaued in their performance and need to improve?

By Jim Pancero | May 11, 2023

Join me as I share what you can do to motivate and help your most senior under-performing sales reps to turn this around…and sell even more!

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Ever hear of the “Ford Principal” of lowering a buyer’s resistance?

By Jim Pancero | May 13, 2023

How are you, as the leader of your sales team, helping your reps understand all the options they have to lowering their buyer’s resistance and to building a solid relationship?

Graphic showing Jim Pancero in an archway with the text, "Closing business at 5:01?" on the right.

Are you closing your business at 5:01?

By Jim Pancero | May 16, 2023

Does your business close exactly on time? Think this could be upsetting any of your buyers?

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Could you be getting better feedback from your customers?

By Jim Pancero | May 18, 2023

Do you trust the customer feedback you're getting from your salespeople? A great way to improve the information you’re getting as a manager is for you to talk directly with customers.

Graphic showing Jim Pancero in an archway with the text, "Get reps to ask more questions" on the right.

Are your reps asking enough questions…or do they talk too much on their sales calls?

By Jim Pancero | May 20, 2023

What can you do to help your team get over their presentation jitters by building up their experience and giving them some coaching advice? Join me as I share the secrets to delivering an effective speech…so your team can sell even more!

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Could you and your team be more effective presenters…by getting over your presentation jitters?

By Jim Pancero | May 23, 2023

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Want to be more effective delivering negative feedback to your reps?

By Jim Pancero | May 25, 2023

How often are you riding with your sales reps? Are you maximizing this time with your reps to observe and coach their selling skills?

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Are your salespeople proactive enough in their selling efforts?

By Jim Pancero | May 27, 2023

Join me as I share ideas you can use to remind your reps of the competitive advantage and increased sales achieved when you stop reactively supporting and start proactively selling again… bet it might help you sell even more!

Graphic showing Jim Pancero in an archway with the text, "Are you taking full coaching advantage of your time riding with your sales reps?" to the right.

Are you taking full advantage of your time riding with your sales reps

By Jim Pancero | Jun 1, 2023