When you hire a new salesperson you only have one chance to get off to a fast start. Give it your best shot with a complete Onboarding/Orientation Plan. https://youtu.be/X8nB__8iYcg 1 - Understand Your Core Values To have onboarding success, you…
Your salesperson is not performing up to par and it feels like you've done all you can to help them. It's probably time for an improvement plan. Here are four keys to having a successful improvement plan that will either help…
I want to share with you 3 keys to improve and increase the trust level you have with your sales team by focusing on and understanding when to use each of these areas and how they have the greatest impact…
I want to share a scary truth about sales. It's a truth that we would prefer not to acknowledge or think about because we really want to believe we're in control of our sales results. https://youtu.be/x7S5xLoTXBQ So Here's the Scary…
Should I pay salary or commission? I have that questions asked of me often. It will take a little bit of homework for me to answer it for you, but what I’d like to share in this video is a…
There are 5 qualities I look for when hiring a sales person. Do you have a list of qualities you look for when you enter an interview? If not, it’s easy to be sold by a person who knows how…
In this Sales Leadership Quick Tip video, I want to share the benefits of team goals and bonuses and why they will work for your sales team. In search of ways to motivate a sales team, leaders often turn to…
When you do a book study with your sales team you get a low cost, high return way to bring education and training to your team. Let me share some of the benefits of why I use book studies more…
In this Sales Leadership Quick Tip Video, I'd like to share with you how you can transform your conversations with your sales team. I know that sales people can exaggerate and complain. I know this because I've been around a…
In this Sales Leadership Quick Tip Video I share with you how to get the feedback you need from your sales team to help you make business decisions. https://youtu.be/5QKTVPdlSLM Salespeople always have something to say, they have ideas and ways…
In this Sales Leadership Quick Tip Video I explain how to approach poor performance in your sales team and how to build trust while delivering bad news. https://youtu.be/tzBIOhjEAcE Have a Trusting Relationship You need to have a trusting relationship; one…
In the Sales Leadership Quick Tip Video, I want to share with you why clarity trumps authority for accountability when you are running a sales team or any team in your business. https://youtu.be/n6QS9bk81-8 Why do we want accountability from our…
I have a few points I'd like to share on how to show your sales people you care about them. When people know that you care about them, then they will care about what you ask and expect of them.…
Most employees place personal value on the culture of their work environment and so building your sales culture can really pay off. There were times in my career that I was paid less but found fulfillment in a particular job…
In this Sales Leadership Quick Tip Video I share a personal experience where I learned that pushing content material and over prepping for sales meetings is not always the best way to facilitate learning. After this experience, I decided to…
As the sales manager, finding balance in your sales meeting conversations will increase your teams' meeting engagement. Usually there are dominators who love to talk and can go on and on. They can take too much time making their point. …
I ask two questions in this Sales Leadership Quick Tip video: Should we hold sales people accountable? Or should we allow them to hold themselves accountable? A sales manager can create an environment where sales people hold themselves accountable. Start…
When a sales team is failing or results are inconsistent it’s easy for a sales leader’s responsibilities to be neglected and for the leader to fall into a trap of becoming responsible for the sales team. Another way to look at this situation is to become…
Holding a weekly sales meeting to develop a sales team is very important but keeping that meeting engaging and effective can become challenging over time. The meetings can become repetitive and boring or even worse, negative complaint sessions. To keep…
The weekly sales meeting is the hub of the Part-Time Sales Management System. Most salespeople love to talk, so when you engage your sales team by facilitating a discussion among the team members in a weekly meeting is much more…
Increasing sales is what most of our clients want when they call us, but what goes unsaid is they hope we can change disliked sales behaviors that are difficult to manage. As a matter of fact, most owners usually have…
Having the trust of people in our lives (work or personal) lays the foundation for those relationships to have and accomplish mutually beneficial things. That’s why you’ll find a myriad of blogs and articles written on this topic. But do…
A loyal sales team is required if you want to realize sustained success with the least amount of effort. To build a loyal sales team you might need to redefine how you view them. Be honest with me. When you…
Every now and then a boost in sales is called for. At times, you’re “feeling it”, and setting a new personal record might be up for grabs. Maybe you’re behind on sales and something needs to turn around. The normal…
While recently leading a webinar I mentioned how creativity, which I consider one of many selling strengths, can work against me. Being creative helps me solve client problems and present ideas in ways that help others understand. Creating is also something that…
Remember when your parents would say, “You’ll understand the value of this when you grow up?” They were trying to convince us to do what they were saying in hopes that someday it would make sense and we would appreciate…
How is your sales team doing at meeting your sales expectations? Are they hitting their goals, following the sales process, completing their admin tasks and meeting your activity expectations? …..Sorry, I’m having a hard time hearing that loud, YES! But…
