An 8-point check on ‘coachability’
Do you have a coachable sales team? Have them take this quiz, answering honestly which of these are true, and to what extent?
I...
Are your salespeople coachable?
Continual learning is a basic necessity to professional improvement. In many cases, it’s other people who help sales reps advance. But they must be open...
Some advice on sales training RFPs
It’s a bad idea to have a training company actively selling in your organization while requirements are being defined.
I’ve taken some heat recently from...
Defeating discouragement, the No. 1 sales momentum killer
In his latest book, “To Sell Is Human,” author Daniel Pink extols the importance of “buoyancy,” stating that the “broadening effect of positive emotions...
Top sales teams see beyond paychecks
“Different strokes for different folks,” the adage states. But maybe we’ve been missing the most important message from that all along. It’s not so...
Getting beyond ‘Tell me more about yourself’
Inc. magazine asked executives for their favorite interview questions. “Everyone has them. And everyone wishes they had better ones,” says writer Jeff Haden. A...
New prospect: so now what?
When your reps meet new business prospects, what do they do next? It feels like Sales 101, but have you implemented a follow-up process?...
Sales gets increasingly scientific
“Data is just like crude. It’s valuable, but if unrefined it cannot really be used. It has to be changed into gas, plastic, chemicals,...
Social’s missing link
A study conducted by Satmetrix in mid-2012 revealed that less than half of the companies it surveyed tracked and followed up on customer feedback...
4 Steps to Manage (As In Make Them Go Away) Revenue Shortfalls
After several years of slashing costs, trying to get every ounce of efficiency possible out of the organization in order to meet analyst and...
