Hiring the right candidate for a sales position is a challenging task because if you miss the mark you lose time, money, energy and customers. I recognize that it is impossible to completely eliminate “hiring mistakes.” However, it is possible to significantly reduce them as well as minimizing their impact when they are made. Even …
If you want to increase the effectiveness of your sales training use these simple but powerful guidelines. Managers who view training sessions as merely a series of skill and product training exercises will fall short of providing a well-rounded training experience. Salespeople also need feedback on how they’re doing, measures of adequate and maximum performance, …
Building customer partnerships is essential for success today. Why? The New Economy demands a new approach to selling and so the world of selling has changed. Relatively simple times have given way to a selling environment influenced by economic, political, technological, and demographic factors. The fact is, if you don’t think beyond your own product …
One of the most difficult task for a manager is managing poor sales performers. Hoping a salesperson will “self-correct” usually doesn’t get the job done. Performance problems occur for specific reasons and they usually don’t go away unless they are effectively addressed. When a salesperson’s performance begins to slips, you need to act quickly and …
In spite of all the doom and gloom on the news many companies large and small are thriving in the same market spaces that are claiming former industry leaders. Apple, Michael’s, Ulta, ITW, Honest Tea, Contegix, Convergint Technologies, Information Experts, JD Norman Industries and Foursquare are a few of those that come to mind. What …
Will your next sales training event get rave reviews or be panned by a group of disappointed salespeople? Delivering successful sales training requires careful planning and preparation.The six tips described below will help make sure that you cover all the bases needed to succeed. 1. Assess Needs The key to successful sales training is not …
Are your initiatives for improving performance treating the symptoms or the cause? Your answer may mean the difference between success and failure of the initiative and maybe your company. Let me explain. A few weeks ago I developed knee pain and went to my orthopedic doctor. After an MRI and some X rays he told …
Read moreImproving Performance: Are You Treating the Symptoms or the Cause?
Because today’s marketplace offers an abundance of the unknown, it’s important to develop creative risk taking strategies. This means you must become a creative risk taker and learn to “play to win” not “play not to lose”. Although Creative Risk Takers play to win, they know that success is never permanent and failure never fatal. …
Improving sales performance is an ongoing challenge for sales executives and business owners. One tool available for accomplishing this goal is sales training. Sales training is an option if you need to change salespeople’s behavior or improve their skills. Ultimately, sales training must produce good performance to be worth the time and resources it takes …