Articles for Sales Management Professionals

Most sales teams only work on the bottom two skill sets. What can you do to improve your rep’s skills in all four areas of selling? 

Have you been using my three videos a week I’ve been posting on LinkedIn and YouTube? Each covers a single sales or sales leadership idea in less than two minutes.

There’s a proven four-stepped call opening that can improve getting that new conversation whether on the phone or face-to-face. The four steps...

Buyers communicating and evaluating sellers through online platforms continues to grow. If you're in retail your buyers are likely on Facebook and Instagram. Business-to-business buyers are on LinkedIn and YouTube. How are you using this to your advantage?

We used to increase the efficiency of a sales team by shortening their selling cycle times. The time between ending one phone call and making another. If we shorten their time between calls we can increase their sales by increasing their volume of opportunities.

What can you do to help your team understand and direct their selling efforts to include all expected to have influence on the decision to buy from you? 

Ever hear of the selling concept called “Second Step Selling?” Step one is satisfying your buyer’s needs so, Step two, they’ll satisfy your needs by giving you their business.

Have you noticed most sales reps today do not think or plan enough moves ahead? Most don't even know until the Fall what they still need to do to achieve their annual quota.

What are you doing to follow up with customers leaving to do more in-depth research asking “What could we have done better?” “How could we have been more competitive doing more to satisfy what you are wanting?”