Know This? Then You Know If They Will Make Quota

Would you lend a total stranger $114,000 based solely on a few brief meetings and chats with connections of their choosing? Of course not. However, if you are in sales management- you have probably done just that.

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Is Your Sales Coaching to Blame- Or Is It Really The Rep?

When you pour your time and energy into a rep and their mediocre level of sales performance won’t budge- do negative thoughts about your own ability to sales coach effectively creep in? Those negative thoughts might have a valid point- or they may need to be banished from your mind.

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How to Leave the Perfect Sales Voicemail

Voicemail is vexing. What should you say? Are they purposefully ignoring you? Do they even check it anyway? Here are 6 tips to leaving voicemails that your customers will return:

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Tales from Sales: How to Get Past the Grim Reaper Gatekeeper

“She’s not available right now, would you like to leave a message?” If you had a dollar for every time you heard that line, how rich would you be? The good news is if you respond to this innocuous question correctly you are well on your way to getting the deal closed and the dollars rolling in. Here’s some tips for getting past the gatekeeper.

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3 Biggest Takeaways From IBM's 100+ Years of Sales Leadership

Few companies have had the long success story of IBM. And there’s a reason for that. You may think of IBM as a technology company, and that’s not wrong. However what is key to their 100+ years of success is the company’s approach to sales training, incentives and focus on the sales organization as an integral part of the organization as a whole.

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It’s Too Late. I Hired a Product Pusher.

Gartner conducted a survey of executive buyers to discover what they really want to hear from salespeople. It turns out that what buyers are hearing from reps, isn’t necessarily what they want or need to hear in order to make a purchasing decision.

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How New Hires Can Reach Quota Sooner

How can you increase the likelihood that your newly hired salesperson will succeed? How to onboard new sales reps faster is an issue that is becoming more and more urgent. Global management firm the Hay Group predicts that the sales rep turnover rate will grow an average salesforce turnover rate of 20.6% to 23.4% in the coming years.

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How to Increase the Odds That Your Newly Hired Salesperson Will Succeed

How can you increase the likelihood that your newly hired salesperson will succeed? How to onboard new sales reps faster is an issue that is becoming more and more urgent. Global management firm the Hay Group predicts that the sales rep turnover rate will grow an average salesforce turnover rate of 20.6% to 23.4% in the coming years.

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5 Things Sales Reps Say that Drive Clients Nuts

Does hearing things like “we don’t have budget right now,” or “I’m not really the decision maker, I need time to run this up the flagpole” from your customers make you groan? You’re not alone. The customer hears things from the sales side too that make them roll their eyes (or worse).

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Have Your Salespeople Been in Your Customer's Shoes?

Have you ever hired a rep who was previously one of your company’s customers?

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