Articles for Sales Management Professionals

Graphic showing Jim Pancero in an archway with the text, "Atree/Set up is most critical sales call step?" on the right

Can your reps tell you the steps of a sales call?

By Jim Pancero | May 6, 2023

One of the ways to hold onto a customer long-term, even if they're saying no, is to make sure you and your team are following the steps of a sales call. There are always five steps (no matter what the selling situation):

Graphic showing Jim Pancero in an archway with the text, "4 key areas to increase your competitive advantage" on the right.

Do you agree these are the four best ways to strengthen your team’s selling success?

By Jim Pancero | May 9, 2023

Improving four skills can have the most impact increasing your team’s competitive selling advantage and selling success:

Have any of your senior sales reps plateaued in their performance and need to improve?

By Jim Pancero | May 11, 2023

Join me as I share what you can do to motivate and help your most senior under-performing sales reps to turn this around…and sell even more!

Graphic showing Jim Pancero in an archway with the text, "FORD Sales principal to resistance lowering" on the right.

Ever hear of the “Ford Principal” of lowering a buyer’s resistance?

By Jim Pancero | May 13, 2023

How are you, as the leader of your sales team, helping your reps understand all the options they have to lowering their buyer’s resistance and to building a solid relationship?

Graphic showing Jim Pancero in an archway with the text, "Closing business at 5:01?" on the right.

Are you closing your business at 5:01?

By Jim Pancero | May 16, 2023

Does your business close exactly on time? Think this could be upsetting any of your buyers?

Graphic showing Jim Pancero in an archway with the text, "Sales Mgr asking customers for feedback" on the right.

Could you be getting better feedback from your customers?

By Jim Pancero | May 18, 2023

Do you trust the customer feedback you're getting from your salespeople? A great way to improve the information you’re getting as a manager is for you to talk directly with customers.

Graphic showing Jim Pancero in an archway with the text, "Get reps to ask more questions" on the right.

Are your reps asking enough questions…or do they talk too much on their sales calls?

By Jim Pancero | May 20, 2023

What can you do to help your team get over their presentation jitters by building up their experience and giving them some coaching advice? Join me as I share the secrets to delivering an effective speech…so your team can sell even more!