Blog Cover Image 1

How many emails & phone calls should you be doing in an hour in order to reach your goals?

This is a question that I just got asked on a coaching call from a new business development rep, who was way down on their leaderboard and freaking out because there was a huge gap between where they were and where their top performers were.

3 Tips to Maintaining Mental Health

You know, my family and friends often tell me that I am a special kind of crazy for being an entrepreneur and a salesperson. 

But did you know that 72 percent of entrepreneurs are directly or indirectly affected by mental health issues? At least...

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...