Articles for Sales Management Professionals

How are you effectively impacting and motivating your most senior sales team members?

Are you and your team maximizing your persuasive impact in the first 30 seconds of every sales call made by phone? 

There's been an evolution in selling every five to ten years of what it takes to gain a competitive edge. Have you kept up?

Have you noticed how more buyers today tend to only see differences in competitors based on the differences in price and assume everything else is the same?

How persuasive are your delivery drivers? If your business uses delivery drivers, consider how much time they spend with your customers. Yet the majority of companies never invest in any selling or persuasive training for their drivers. 

How many of your reps are in a rut? Not growing their sales? Doing and saying the same old tired messages?

How many of your reps, like my friend Chuck, have a “Ready – Fire – Aim” philosophy of selling? How many do all the talking on their calls just bragging about how great their products are? 

What are you doing to make sure your team is constantly looking for, and bringing new solutions to their customers so they stay relevant and competitive?

How would you most like to receive new information that would have the most absorption and interest for you?