Articles for Sales Management Professionals

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.

How many of your reps sell utilizing a self-focused approach? How many were taught a “feature-benefit” presentation style?

There are three skill sets a salesperson needs to master to achieve long-term success in selling. We can view this as three points on a triangle.

Today’s video describes how everyone is delivering this same response and how your team can increase their competitive edge by improving their answers. And when you do, you’re likely to sell even more!