Articles for Sales Management Professionals

Join me as I share how you, as a manager, can open your team up to more new ideas and suggestions…by making sure they stop apologizing for the past and saying “Well nobody ever told me that before!”

As the sales manager of your sales team…Who’s your coach?

Do all members of your team understand the processes and structures of persuasive objection-handling?

The key to objection handling is not pushing back. Too many reps see objections and resistance as a fight. As soon as a buyer gives an objection, most reps immediately start arguing. 

How are you using role-playing to ensure your team has the best-selling direction, structures, skills and messaging?

Join me as I talk about how you can increase your team’s selling efficiency, effectiveness and overall success if and when they adapt to today’s newer style of selling as a team…so they can sell even more…

Where are you spending your time as a sales manager to increase your team’s selling success? An even better question to be asking is where do you wish you could be spending more of your leadership time working on things that will actually increase your team’s selling success?

What are you doing to get your team ready for your next big selling season? Most companies experience some kind of seasonality. The times of year when you have accelerated sales such as selling school supplies in the late summer or toys and gifts for the holiday season.

How many of the sales messages delivered by your team only talk about themselves, and has little to do with your buyers and their needs? Most reps only sell to one type of buyer…themselves. They’ll tell the buyers why they personally love their product (or service) and why they would want to buy it.