How to Coach Your Sales Team for Superior Performance

One of the problems with many sales teams today is the sales leader or sales manager became a manager because of his/her selling proficiency, not because of their coaching and managing ability. This situation is exacerbated by the fact that very few (if any) colleges and universities offer a four-year diploma in sales management.  In…
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How to Conduct Profitable Sales Meetings

Sales Meetings vs. Selling Time Sales meetings are the bane of many sales representatives.  That’s because they perceive they don’t get any value out of these weekly exercises.  The next time you plan a sales meeting, I’d like you to take into consideration the value of the selling time that is required to conduct the…
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The New Normal Is Coming

Based on recent business publication reports, approximately 60% of the American workforce has indicated that they want to continue to work from home after the pandemic.  This is going to force an immense change in the way we sell.  Access to decision-makers will, I predict, become even more challenging due to the fact that they…
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You’re Using Your Great-Grandfather’s Sales Process

The vast majority of American business-to-business salesforces are using a sales process that was first documented in 1893.  I have read the 1893 edition of the NCR sales training manual and, tragically, it describes the process that many (if not most) American business-to-business salesforces are utilizing. Impact on Sales I also know that this outdated…
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What’s the Difference Between Pilots and Sales Professionals?

I know that title might seem to be a little bit odd but, when it comes to recurrent training, pilots outperform salespeople hands down.  For whatever reason, the sales profession has the perception that getting trained once is enough for a salesperson to be proficient throughout his/her career.  Nothing could be further from the truth.…
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Root Cause Analysis

Attempting to dramatically change/improve the productivity of your salesforce, without conducting a thorough root cause analysis, is an exercise in hoping that your efforts will produce positive results.  In my experience, too many sales improvement initiatives are launched as a result of a senior executive saying (sometimes in a very loud voice), “Do something about…
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