How to Become the BEST Salesperson in Your Company

What are some ways you can blow past the competition in your department and become the top sales rep in your company? Here are our top 3 tips - that most reps overlook:

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Ready to Step Onto the Sales Scale?

Imagine kicking off a weight loss program if you had never in your life stepped on a scale. How would you measure your weight loss success? How would you stay motivated on tough days without seeing the progress you had made so far? Of course you wouldn’t try to lose weight without even knowing if, or how much weight you have to lose in the first place. That would be ridiculous.

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Why You Should Terminate Early, and Often

Firing sales reps is no sales manager’s favorite activity, so too often underperformers hang on to sales jobs they just aren’t cut out for - costing the company money, and taking up space on the team that could be filled by someone who is a better fit for the role.

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Improving Sales Performance of the 60% Just Got Easier...

You can always count on your top 10-20% of sales reps to deliver, and your bottom 20% to disappoint. The real risk - and reward - lies in the 60% of your sales reps that fall somewhere between the heroes and the hopeless of your sales team.

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How to Be a Better Sales Coach

If you are like most sales leaders, you ended up in sales management after a successful career as a salesperson. But that doesn’t mean you’ve cracked the code on sales management. Here are 3 tips to sharpen your sales coaching skills - that you have probably never thought of.

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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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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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Why is Sales Training Role Play so Important Anyway?

Role play is a classic element of sales training and onboarding. Reps are herded into a conference room, where they take turns pretending to be the customer and the rep. Some salespeople embrace the opportunity to role play, pulling off Oscar-worthy performances of indecisive, belligerent, or skeptical customers, while other reps go through the motions with less enthusiasm.

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Why its Tough to Lead Millennials to Better Sales Performance

We old folks (those of us who were born before 1982) tend to be perplexed about Millennials - they're fun and quirky, but self-absorbed. Smart, but dreamers. They have ADHD to an extreme. They're idealists who also have an unfounded sense of entitlement. The only thing they really know how to do is play MMOGs (massively multi-player online games), take selfies and make and videos they post on Instagram - mostly of themselves, and amass Facebook friends. .

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