Articles for Sales Management Professionals

Too many salespeople are afraid to ask for the order. They're either afraid they’ll seem too pushy or they don't know the steps to getting a buyer to say yes. The close is not the most critical step in the selling process, especially when you’re successful implementing the first steps of their call.

Today’s video talks about Trusted Advisors vs. Slimeballs. It’s an idea from a good friend and fellow sales trainer Jeff Slutsky from Kansas City. Your reps will better position themselves as trusted advisors when they spend more time lowering resistance and asking questions…so they can sell even more!

The reality over decades of research is that people coached by somebody more skilled tend to have the fastest improvement in those skills. Your job as the coach and leader of your sales team is to help strengthen and improve the skills of all members so they can sell even more.

How much new business prospecting is your team attempting? Most are not doing enough until pushed by their managers. When was the last time your reps searched online for new companies or did any background research on identified new prospects to see if they could be a potential fit for your company?

Today’s video discusses what you can do, as their leader, to be more balanced by investing time in all four of these critical leadership efforts? Mastering these four areas can help your team sell even more!

Do you know anyone who doesn’t trust salespeople? They're afraid of being taken advantage of and not being told the truth. Do your buyers trust and believe your reps are committed to their best interests?  Three ideas to help build even more buyer trust…

Today’s video discusses the challenges following a “Ready – Fire – Aim” selling approach. Doesn’t it make sense that more research and learning more about your prospect (and more than your competition) before you start firing/selling could help you sell even more?

Successful selling today demands we master both sides. But most salespeople only gravitate to one side, and that side is usually the intuitive art side.

How many of your reps could be selling more…if they just put more energy into their territory? How you motivate your people and get them energized is a critical component of effective sales leadership.