Articles for Sales Management Professionals

Join me as I share how your reps can improve their ability to persuasively respond to buyer objections by following these four simple steps…to help you sell even more!

Join me as I share ideas on how you can work with your team to better understand the four core values of selling…and how to best utilize “lowing your risk” to describe why anyone would want to buy your products or services.

We need to be careful we don’t micro-manage our people and take over their job. We need to play our position. And the best position for a sales manager is that of a General. You’re there, you’re in the thick of it, but you’re not fighting. You’re looking for opportunities to help improve things

Join me as I share how you, as a manager, can open your team up to more new ideas and suggestions…by making sure they stop apologizing for the past and saying “Well nobody ever told me that before!”

As the sales manager of your sales team…Who’s your coach?

Do all members of your team understand the processes and structures of persuasive objection-handling?

The key to objection handling is not pushing back. Too many reps see objections and resistance as a fight. As soon as a buyer gives an objection, most reps immediately start arguing. 

How are you using role-playing to ensure your team has the best-selling direction, structures, skills and messaging?

Join me as I talk about how you can increase your team’s selling efficiency, effectiveness and overall success if and when they adapt to today’s newer style of selling as a team…so they can sell even more…