Articles for Sales Management Professionals

Graphic showing Jim Pancero in an archway with the text, "Are any of your reps guilty of "Ready - Fire - Aim?" on the right

Are any of your reps guilty of ‘Ready – Fire – Aim?

How many of your reps follow a “Ready – Fire – Aim” selling philosophy? Most are so action oriented they only think one selling move ahead.
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Graphic showing Jim Pancero standing in an archway with the text, "Do your reps understand (and use) the 3 basic structures of asking questions?" to the right.

Do your reps understand (and use) the 3 basic structures of asking questions?

Effective questioning skills are the foundation of all persuasive communications. There are three questioning structures your team needs to be utilizing:
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Graphic showing Jim Pancero standing in an archway with the text, "How much time are you really spending as a coach and leader of your sales team?" on the right.

How much time are you really spending as a coach and leader of your sales team?

How much time do now spend fighting fires and fixing problems compared to actually coaching…and leading your team? Will you be able to spend more time this year being more of a coach conducting account planning and strategizing with your salespeople?
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Graphic showing Jim Pancero standing in an archway with the text, "Can your reps deliver their message of uniqueness before burning their fingers?" on the right.

Could the “Match Test” exercise help your team deliver a stronger message of value and uniqueness to your customers?

There was an old sales training exercise used for years called the “Match Test. The test involved a sales rep lighting a match and then, before they burned their fingers, having to deliver their complete message of uniqueness of why a buyer would want to buy from them.
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Graphic showing Jim Pancero standing in an archway with the text, "Selling using physical comfort zones" on the right.

Selling using physical comfort zones

How aware are you of the physical comfort zones you have between yourself and your customers? Being too far away from a buyer could be seen as being aloof. But if you stand too close, you could be seen as pushy and aggressive.
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Graphic showing Jim Pancero standing in an archway with the text, "Are you training your team to take advantage of the seasonality of your business?" on the right.

Are you training your team to take advantage of the seasonality of your business?

Is there any seasonality to your team’s selling efforts? What can you do prior to a season’s start to coach, remind and fine-tune your team’s selling skills and messaging? 
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Graphic showing Jim Pancero standing in an archway with the text, "Could your reps do a better job presenting to your dealer, distributor, or retailer sales meetings?" on the right.

Could your reps do a better job presenting to your dealer, distributor, or retailer sales meetings?

Do the presentations being given by your sales team to your independent distributor or dealer salespeople have the best information possible so they can do their job more effectively? 
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Graphic showing Jim Pancero standing in an archway with the text, "Do your reps just collapse into 'Presentation Mode' when under pressure?" to the right.

Do your reps just collapse into ‘Presentation Mode’ when under pressure?

What caused your buyer to not see your extra value? It could be you have a weak message when buyers ask “Why do I want to buy from you?” It could be your reps are not proactive in how they work your buyer through the evaluation and proposals offered. What about reps not focusing on the buyer's challenges and are just pushing their products?
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Graphic showing Jim Pancero standing in an archway with the text, "How are you helping your reps get more value from their lost sales?" on the right.

How are you helping your reps get value from their lost sales?

What caused your buyer to not see your extra value? It could be you have a weak message when buyers ask “Why do I want to buy from you?” It could be your reps are not proactive in how they work your buyer through the evaluation and proposals offered. What about reps not focusing on the buyer's challenges and are just pushing their products?
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JIM PANCERO, CSP, CPAE
Hall of Fame Speaker & Thought Leader

2006 Robin Hill Lane, Carrollton, TX 75007
800.526.0074 or 952.913.8998

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