Phil Faris 
If you own or run a business today you know we’re experiencing an economy that is different than anyone has seen in the past. Our current business landscape is filled with one crisis after another. Like waves on a beach they just keep pounding away. Here are a few of the economic “challenges’ we’re facing: …
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 …
Improving your sales negotiating effectiveness may be the answer to increasing sales, profits and your income. Although there are no “silver bullets” for negotiation success, there are predictable mistakes that sabotage negotiation success. Knowing these mistakes in advance and taking the action that top performing salespeople do to avoid them, can go a long way …
Read moreHow to Avoid the Four Biggest Sales Negotiating Traps
How effective is your sales compensation plan? Does it help you attract the people you need and are you able to keep your top performers? If you’re not satisfied with your compensation plan, you may have one or more of the following sales compensation plans pitfalls. As you review each one, think about your own sales …
Read moreSales Compensation Plans Pitfalls and How to Avoid Them
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?
Goal setting success is a key strategy for mastering your time, money and your life. If you’re not as success as you want simply look at your goals and plans to achieve them. Many people lose site of the ultimate purpose of setting goals and mastering their time. When they free up time in one …
Read moreGoal Setting Success: Developing a Personal Business and Life Plan
Goal setting without plans is wishful thinking. By connecting your Personal Business Plan with your Personal Life Plan you are putting in place the foundation that will keep you focused and your business and personal life aligned. Doing so increases your chances of achieving goal setting success. Successful salespeople usegoal setting. By modeling successful people …
A common problem on coaching calls is the sales manager taking over the sales call or “stepping in”. Sales managers often ask “when is it appropriate to step in?” Some of the most common reasons given for stepping in are: • The salesperson is really in trouble • The salesperson has made a major mistake …
Read moreSales Coaching : When Do You Step In on a Sales Call?
In today’s demanding marketplace sales managers must have strategies for increasing sales and developing people. Besides enhancing relationships with customers making calls is the best opportunity to do both. This article outlines strategies for making three different sales calls that will drive sales and develop your people. They are: • Training • Joint • Coaching Each has …
Read moreSales Management Strategies: Making Sales Calls with Your Reps
Making effective sales training presentations is an essential skill for trainers and sales managers. Do your presentations engage, inspire and inform or just put the audience asleep? Sales training presentations are usually designed to educate or inform salespeople. Although the content is important it’s your delivery that makes the difference. If you want your presentations …
Read moreSales Training Presentations that Inspire, Engage and Motivate