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The 3 Question Close

One of the most asked questions I get from salespeople, sales managers, and entrepreneurs is...How do I know when to close? How do I do it without being sleazy?Not knowing when to close is like a gardener not knowing when to pick the tomatoes in...

Sales Managers-Do you need to change the way you think about money?

The ability to have in-depth financial conversations with buyers depends on how comfortable your team is discussing money. So how does the way that you think about money impact your sales management?

Sales Managers- What's your approval got to do with it?

Quick, what do 38% of salespeople have in common with Tina Turner? (Check out the video to get your clue)

 

As human beings, we are wired and conditioned to seek the approval of...

How Sales Managers Can Actually Save Time with Call Recording Technology

What is the best way to offer feedback without overwhelming your salespeople?

So many recorded calls, but still so little time! With the rising trend of listening to recorded calls, many hoped it meant that salespeople would improve faster and...

To coach or not to coach is NOT the question

 

There is just too much evidence to deny the ROI of 1:1 sales coaching on team performance. I could cite the CEB research that shows that salespeople who are coached at least 3 hours a month achieve an average of 7% over quota.

Metrics No Manager Can Afford To Ignore

Do you have one of these health watches or Fitbits? It seems like everyone does. But how many people actually look at their stats or, better yet, how many know what these stats mean in regard to their health? And how will these stats help lead...

Would you rather play blackjack or hire a salesperson?

Have you ever sat down and calculated what it actually costs when a sales hire doesn't work out?

A lot of sales leaders are scrambling to hire right now, and sadly that means that many might be settling for Mr or Ms Right Now, not objectively...

5 Steps To Motivating Sales Teams

 

In the very first Live Sales Management Lab, we discussed how to go above and beyond quota, which means helping our salespeople to identify those personally meaningful goals that are going to stretch them outside of their comfort zone, so that...

How the Data Proved Me Wrong About Sales Managers

Last week I presented brand new data on sales managers and their impact on their salespeople. If you were one of the sales managers and executives with growing teams that were there- thank you for your questions, the conversations in the hallways...

How true is the saying 'As goes the manager, so goes the team'?

Last year a sales manager asked for sales coaching because he “...didn’t want his shortcomings to become the collateral damage to his team.” After going through a 3-6 month program to ‘coach the coach’ and the team at the same time, his SaaS...