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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The 3 Letter Word Most Sales Training Overlooks | Interview with Mike Kunkle

Selleration CEO, Nick Rini, interviews sales expert Mike Kunkle about how one 3 letter word is the key to increasing the Selling Judgement of sales reps.  Mike Kunkle is the Vice President of Sales Transformation Services for Digital Transformation Inc., and founder of Transforming Sales Results LLC.  

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Sales Leadership 101 - Mistakes New Sales Managers Need to Avoid

New to sales management and your sales team not performing up to expectations? Maybe it’s time to evaluate your approach to sales coaching. Here are top sales coaching mistakes those new to sales leadership roles need to avoid at all costs.

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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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Sales Coaching Tips to Help Reps Manage Angry Customers

When salespeople bring frustrations over a “difficult” customer to sales management, it can put them in a catch 22. On one hand, every sales manager that moved up through the ranks of a sales organization has dealt with their fair share of angry customers and has empathy for the salesperson’s situation.

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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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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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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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Sales Training - Are You Teaching Your Reps Like Kids?

By the time your newest salesperson reaches your company they have spent years parked in front of instructors listening to lessons and lectures. If your sales education programming takes place within a typical classroom setting, you’re using the same passive educational style of a traditional K-12 educational system.

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