Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc.
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4 Best Practices for Mentoring New Sales Reps
Apr 01,2013 2 comments |
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The REAL Reason Salespeople Fail to Sell
Mar 17,2013 0 comments You can give a salesperson all the sales skills training in the world. You can lay everything out and tell them exactly what to say and do in each and every situation and yet, if they have either of the two afflictions I’ll talk about here, no amount of sales or product training will help them... [click to read more]
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Time (Still) Helps No Sale!
Mar 04,2013 0 comments Ask any Human Resources Manger how many work hours are in a year and you will likely hear stats like 8 hours per workday, five workdays per week, and 52 weeks in a year, or 2080 hours per year of available work time. This should be plenty of time for a sales person to make their annual quota, right? [click to read more]
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SELLING IS NOT LIKE RIDING A BIKE
Feb 16,2013 0 comments I spoke with a CSO who works for a large software developer last week about possible reasons why his sales team was underperforming. While we were reviewing his team’s sales results he made a statement that really took me by surprise; he said, “Selling is like riding a bike, once you learn how you never forget”. g [click to read more] |
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Sales Compensation – “Show Them The Money”
Feb 03,2013 3 comments Now it is opportune time to review your sales compensation program to make sure it is correctly rewarding the desired sales rep behaviors. Sales compensation plan failures can occur because of incorrect modeling on the front end. What do they get wrong? [click to read more]
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Stop Fighting it and Write a Sales Plan
Jan 21,2013 4 comments Stop resisting it. Business owners and Sales Management must take a couple of hours to write a short bullet point business / action plan for the company. If you do not get your Sales people to each write a sale plan than you are making a big mistake. Add this to your Good Sales Practices. [click to read more]
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Is Your Onboarding Process Chaotic or Disorganized?
Dec 31,2012 2 comments Jill’s office is a mess. There are papers everywhere and no rhyme or reason to her paper or electronic filing systems. Tom’s office is also a mess, but within ten minutes he can put everything in its proper place. [click to read more]
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Driving Sales Performance is like Driving a Car
Dec 24,2012 1 comments This year was tough; next year’s sales prospects are going to be even tougher. I hope you are not suffering from failure to impact syndrome. If you are what should you do? [click to read more]
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Coaching the Doubter
Dec 16,2012 2 comments We all know self-doubters in our personal and professional lives. Despite they’re lack of apparent confidence, many of them are highly successful. From a cognitive perspective the self-doubter can only see what they don’t do well. They are their own worst critics. Given a lack of self-awareness they are extremely difficult to coach. Can you think of anyone on your team who fits this tag? [click to read more]
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Which Sales Rep Do you Hire?
Dec 10,2012 3 comments In Jim Collins book “Good to Great” he finds that the best companies have the right people in the right seats. Hiring is one of the most important activities that a sales manager conducts. If they make the right decision they will improve the performance of the territory and elevate the performance of the entire team. [click to read more]
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How to Succeed in Business in 52 Steps
Dec 03,2012 2 comments The road to success for a sales manager is paved with potholes. You may be in a new senior role or have just become a new sales manager. In a fantasy world, we are all set up, trained, supported and developed. In the real world, we are rarely ready or prepared to walk into our next position. [click to read more]
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Sales are down… What is the boss going to say? Nothing!
Nov 25,2012 5 comments Sales managers have no shortage of challenges. I always hated having to explain why sales are down. I can remember numerous times I faced challenges when sales were off. One year in February sales we were already behind budget. I knew I had to do something. So I quickly thought up a 3 point plan and marched down to my boss’s office. [click to read more]
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The Pen is Mightier than the Sword
Nov 16,2012 4 comments Coaching is the most important skill to effectively develop top sales performers. What I have found is that many sales managers have never learned how to be effective coaches. There is little or no training on coaching and senior sales leaders fail to role model and reinforce effective coaching. [click to read more] |
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Fifteen questions to answer now for 2013
Nov 05,2012 2 comments If you’re not already thinking about 2013, it’s time. [click to read more]
Your fourth-quarter goals need to be built in part to set up a strong start to 2013. So if you aren’t thinking about 2013 now, you can’t adequately build Q4 goals either. Here are several questions you should ask of yourself, your team, your peers and your company |
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Start with Why: How Great Leaders Inspire Action [Video]
Oct 09,2012 0 comments This video was created in 2009, and many of you might have watched it already. But it is so cool and relevant, so we decided to share it mostly as an interesting video to watch with hopes that it may spark some conversation. [click to read more]
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Should Your Salesperson Be Allowed To Stay On The Island?
Sep 25,2012 8 comments Reality TV shows are quickly becoming the new source of entertainment. (Why, I have no idea.) Perhaps it’s time to introduce a new show and contest: Sales Survivor. The concept would be centered on making sure only the best salespeople stay on the island because of their ability to sell and influence the right prospects at the right profit margins. [click to read more]
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Secrets of a Successful Sales Manager [Infographic]
Sep 12,2012 3 comments Sales managers get pulled in many different directions, and it's critical that you're focused on the right things to motivate sales. This infographic summarizes some insights on maximizing performance within your own sales organization. [click to read more]
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4 Key Onboarding Activities to Improve Performance
Sep 05,2012 33 comments The past couple weeks, I found myself swept up in Olympics fever. Of particular interest to me, especially in the running events, was the commentary about the importance of the techniques the runners use when starting their race. In most of the races and relays, it was the starting moments that made the difference in the finish at the end. [click to read more]
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Do You Have an Onboarding Checklist?
Aug 22,2012 0 comments It’s back to school time and, as the mother of a third grader, time for another round of the school supply shuffle. Folders, notebooks, pencils, oh my! The checklist is long, but thankfully, there is a checklist. [click to read more]
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Top Ten Tips to Successfully Onboard New Salespeople
Aug 08,2012 86 comments Business owners and CEO’s of companies generating $3 to $50 million in annual revenue were recently asked ‘what is the most frustrating position to hire for within their company?’. The answer was ‘salespeople.’ Most managers have paid their dues and worked their tails off, clawing their way up the corporate ladder. [click to read more]
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