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?
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
Want to increase sales? Analyzing your time management practices is a great place to start. Time management practices are what you do and how you normally manage your time. Research shows that effective time management practices are one of the greatest contributors to high performance. Time management practices reflects what you routinely say “yes” to …
Many sales executive wonder why sales training fails to get results. Unfortunately, many sales managers and trainers spend time and effort doing sales training that never deliver bottom line results. We’ll explore the twelve most common reasons why sales training fails and what to do to avoid them. The twelve reasons are: 1. No support. …
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. …
As a trainer, you help your salespeople identify and work on skills that need strengthening. You set up training programs because it is your responsibility to provide opportunities where salespeople try new behaviors and feel comfortable to fail. That is, you encourage salespeople explore new techniques and skills in a neutral setting where mistakes are …
Solidifying the customer relationship is essential for sustainable sales, profits and customer loyalty. This means you must manage the relationship through the entire customer experience. From first encounter to a customer becoming a raving fan every customer touch either adds to a positive experience or detracts from it. How you handle each touch determines the …
Read moreThe Secret to Solidifying the Customer Relationship
Success in today’s competitive marketplace often comes down to pursuing the right sales opportunities. This article explains why this is important and how you can make sure that you do it effectively? The Problem Many sales forecasts are missed and sales careers sabotaged by salespeople spending their time pursing the wrong sales opportunities. This usually …