Articles for Sales Management Professionals

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. 

Today’s video discusses your important role as the leader of your team, and getting you in front of more buyers so your team can sell even more!

What can you be doing as the coach and leader of your team to help them build stronger tools and processes like defining the steps of a sales call, clarifying your new business selling process or your plans to grow existing customers over the next year?

How much time are you going to spend in 2024 riding with your reps and coaching to improve their selling process skills and messaging?