Articles for Sales Management Professionals

What are you doing to make sure your reps are doing more than just servicing their accounts and being their friends?

How are you evaluating the creativity, presentation skills, and ability to think on your feet of the next sales candidate you hire? A great way to improve how you evaluate sales candidates is by challenging them during your interviewing process.

Join me as I share how you can make sure your team is offering your customers a more complete solution…even if it means completing their order online. Think this type of total solution support could help your team sell even more?

What are you doing to integrate independent manufacturing reps more into your selling process?

What can you do to make sure you have a consistent discipline and processes in place so your reps continue to look for new business every week? 

Join me as we discuss if you and your team have all the captured information you need to ensure you keep the business…even if you lose the rep.

How much coaching and training have you invested lately in how to best handle the most common objections being heard by your team?

Salespeople assume they have all of these answers. But, sometimes just asking your customers these questions can show your interest and intent to be of more help. 

Join me as I share how you can give your people more insight when they join your company and the importance each player plays in impacting the profitability and success of your business. I bet if you did that you might even sell more!