Articles for Sales Management Professionals

How much training and experience have you personally had in selling? One of the best ways to ensure you’re successful leading a sales team is to make sure you’re as experienced and trained as possible.

Call reluctance, fear of buyers telling you no and rejecting you, is a challenge for most salespeople. You, as their leader, can help your team manage call reluctance in several ways.

Some of the best selling ideas are also sometimes some of the oldest. The idea of “feel-felt-found” is to persuasively handle objections while still showing empathy and understanding for their buyer’s challenges. 

Most salespeople are successful because they have a strong ego. A strong ego allows a sales pro to successfully deal with all the rejections of selling. But when promoted to sales management, your ego needs to change (and soften) if you want to be an effective leader.

Join me as I share how your team can deliver more persuasive presentations…so they can sell even more!

How many of your reps only approach their customers selling just one new product or solution at a time? Selling single product solutions reduces your ability to communicate your support, service uniqueness and value you offer your buyers. 

What are your purchasing agents doing to help increase your competitive market advantage? And what are you doing, as the sales leader, to help increase the impact and effectiveness of your buyers?

Providing tours of your warehouses, offices, or production facilities is a great way to communicate your value. How persuasive and impactful are your facility tours?

Do any of your buyers assume you’re much more expensive than your competition because you also give great support?