Being a Good Coach

Andre Agassi, Brett Favre, Christine Aguilera, what do they all have in common-a good coach. Being a good manager or leader is essential to developing your staff. Find out how a few simple techniques can coach your staff to success!

The Traits of Great Sales Leaders

The key to sales performance is the quality of an organization’s salespeople. That includes, and starts with, having a great sales leader. But, what makes a great sales leader? There isn’t a single extraordinary defining characteristic. But, there are common traits and practices.

Leverage Sales Management with Emotional Intelligence - What is Your Lasting Imprint

It all starts with your thinking or your mindset. The best in sales and sales management are positive thinkers.

Leveraging a Sales Person's Motivation

Sales Managers need to evaluate each sales person’s motivation, skills, and the thinking supporting them due to shifting corporate goals and competitive threats.

Sales Management - How to Stop Wasting Expensive Technical Resources

How does your company decide how to allocate technical resources to opportunities? What percentage of your company’s technical resource is wasted on opportunities that never close? This article provides a strategy for minimizing this waste.

Elements Of A Successful Sales Performance Management System

The components of a successful sales performance management system include first of all having well defined revenue plans and revenue and margin objectives.

What's Your Loyalty Quotient?

If you're the boss, you should be concerned with your Loyalty Quotient (LQ). Your LQ reflects how dedicated your staff is to you.

Don't Tie A Rabbit To A Cow

Popular keynote speaker, best-selling author, sales and service coach, and President of Customersatisfaction.com, Dr. Gary S. Goodman, recalls one of the toughest sales management decisions he had to make. According to this radio and TV expert commentator, you have to two questions about your top salespeople: (1) Can I afford to lose them; and equally important, (2) Can I afford to keep them?

Sales Management and CRM - Setting up the Central Memory

Sales management changed with the introduction of CRM. For both larger enterprises to the smaller companies the management of the central memory became an issue.

Solution Selling With Integrity

Bottom line: Solution selling starts when you find a way to become critical to your customers’ roadmaps, strategies, plans and future. Look for those mile markets and populate your CRM system with them, and you’ll be truly selling solutions with integrity.

The Danger of Success

Sometimes success makes us forget the skills we used to acquire it. Then as time goes by, when we need that skill once again, it has atrophied to the point where we can't do it anymore. That can be disasterous.

Persistence in Prospecting is Simply the Aerobic Training of Sales

Long Slow Prospecting is to sales what Long Slow Distance is to Triathlons. The more you train, the better you get, so you can train harder and enjoy more success.

Don't Waffle On Terminating Non-Performing Salespeople

When you can see that a sales person's not performing and that you can see that they're not making steady progress in improving their sales activity and pipeline and actually closing business. The best rule of thumb is to act quickly, to let that kind of person go so that you can make room for replacing them with somebody who can be more productive.

Piloting the Hiring of Top Sales Performers

Without question the most critical skills in sales management are recruiting, selecting and hiring the best sales representatives. Yet why do so many sales managers come up short in these vital skills? If your goal is to land a top sales performer, then you might want to compare how flying a plane is like picking a superb sales person.

Sales Cycle Reduction Equals Sales Acceleration

What would it be like if you could reduce the time it takes you to close orders from new customers by 10, 20, or 30%? Think about how a reduction in your sales cycle could lead to rapid improvement of your sales results and your revenue generation. Many companies neglect to take time to analyze their sales cycle and look at ways to reduce it…which can be done by more clearly defining their sales process and looking for areas to eliminate lengthy steps or delays.