Articles for Sales Management Professionals

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!

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!

There's an old sales term of “under-promise and over-deliver” to help make sure we are impressing our customers and satisfying their concerns. Are you, like too many other businesses today, not following this “under-promise / over-deliver” philosophy?

How persuasive are you selling to someone with a personality and communications style opposite yours? 

Today’s video explains the importance of competitive awareness…and what your team can be doing about it. Understanding your competitors so you can improve your sales messaging is one of the best ways to help your team sell even more!

What can you do to help your team understand how to sell your value, and not your lowest price to win the business?