Your Low Performers Have Job Security... Now What?

As sales leaders we all know that the top 12-20% of our teams is made up of the same salespeople who make quota every year, year over year. They seem to reach quota regardless of the conditions in which they’re selling.

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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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These 3 Selling Behaviors Hold the Key to Overcoming Objections...

Do your sales reps have the emotional intelligence to close the deal? It takes more than a bright intellect and a slick sales pitch to overcome objections. Sales takes positivity, empathy, and a quick mind- all of which work to create good selling judgement and excellent selling behavior.

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How Sales Assessments Can Reveal Your Team's Hidden Top Performers

Harvard Business Review found that sales managers often waste their time focusing attention on the wrong reps. Management chooses to “engage with poor reps because they feel they must in order to meet territory goals, and they work with their best reps because, well, it’s fun.” Unfortunately, these two populations that get the most management time are the least likely to be affected by sales coaching.

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How to Increase Sales Coaching Effectiveness, Hire Better & Close More

 

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The 5 Traits Sales Reps Must Possess to Survive a Sales Transformation

Is your sales organization poised to undergo a transformation? Maybe you're moving from a product sale to a solution sale - which now calls for your sales reps to sell into the C-suite of the customer organization and rapidly forge new relationships. Or you might be running a sales organization that has long enjoyed the luxury of product superiority and must now, due to new competition, sell value to win the deal.

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2 Signs Your Sales Management Suffers From Bias Induced Blindness

Perhaps your sales management values hard work, or intelligence above all else. Doesn’t sound like a bias that would be detrimental to the sales organization. However, it could be costing your company big time.

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Selling Intelligence at Work: A Case Study

Really, there’s only one thing you must know about your reps - it’s their level of Selling Intelligence. Think “Emotional Intelligence” for selling. This personal story will give you a glimpse into what I’m talking about.

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3 Underrated Personality Traits Successful Salespeople Possess

One of the biggest misconceptions about sales is that successful salespeople are born with a “sales” personality- unicorns who possess the sole skill needed to be successful in sales. Charm.

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