Articles for Sales Management Professionals

The challenge now for your salespeople is helping them understand how to persuasively relate and connect with all of the different generations represented in their customers.

A great way to increase the effectiveness and impact on your customers is to make sure all members of your team interacting with buyers have all the persuasive and problem-solving skills needed. Whether it be a delivery person, inside salesperson, administration, or counter sales.

Are your people giving up too early? How many voicemails will your reps leave before they abandon a sales lead? Zig Ziglar was famous for his motivational talk explaining how an old farm pump and selling have so much in common.

How often are your reps coming to you and saying “We lost the Phillips bid because our prices were too high?” Your rep is really telling you they didn't do their job. Their job is not selling the lowest price.

Most sales teams only work on the bottom two skill sets. What can you do to improve your rep’s skills in all four areas of selling? 

Have you been using my three videos a week I’ve been posting on LinkedIn and YouTube? Each covers a single sales or sales leadership idea in less than two minutes.

There’s a proven four-stepped call opening that can improve getting that new conversation whether on the phone or face-to-face. The four steps...

Buyers communicating and evaluating sellers through online platforms continues to grow. If you're in retail your buyers are likely on Facebook and Instagram. Business-to-business buyers are on LinkedIn and YouTube. How are you using this to your advantage?

We used to increase the efficiency of a sales team by shortening their selling cycle times. The time between ending one phone call and making another. If we shorten their time between calls we can increase their sales by increasing their volume of opportunities.