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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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 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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3 Tips for Increasing Sales Training Retention

Worry that your new sales reps aren’t absorbing the sales skills they need to be successful? Your worry is well-placed. It’s to the financial benefit of the whole company that your new sales hires have the fastest speed to competency possible.

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How to Keep Your New Sales Hire's Fire Burning

When that new recruit steps in for his/her first day, they are on fire. They may never be as motivated, as desperate to impress, and as eager to become a productive member of the team- as they are on that day.

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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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The 1 Question Milennial Sales Reps Love to Ask (And Sales Managers Don't Love to Hear)

Every generation has challenges when managing members of a younger generation. However, millennials regularly ask one particular question that goes against the grain of those born before them and draws the ire of management belonging to a previous generation. That question is “Why?”

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How to Create Competitive Advantage for Your Sales Team

Arguably, sales leaders understands how their company’s product stacks up against the competition better than anyone in the organization. Potential customers throw up objections about competitive product benefits, and reps run to management with the latest gossip on pricing changes, product rollouts and other news on competitive products.

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