Sales Goal Sabotage: The 5 Most Deadly Sales Management Mistakes

Want to kill sales opportunities? Want to make it impossible for your sales team to achieve individual, team and company sales goals? Want to fall behind your competitors and put your company on a “death watch?” Of course not. In fact, I’m pretty sure you’d prefer to create sales opportunities. You’d rather help your sales team meet quotas that align with bigger-picture sales goals. And you’d like to help your organization outpace the competition.

Active Listening in Sales: The Secret to Selling More by Overcoming Objections and Providing Real Solutions

Active listening is one of the most important skills in the salesperson’s toolbelt. Unfortunately, it is often overlooked and undervalued in the sales process. The result? Sales that should be easy instead become difficult. Sales efforts that can only lead to frustration – for the salesperson and the prospect – continue toward inevitable dead ends.…

Three Keys to Successfully Handling Difficult Conversations with Employees

People managers rarely become great leaders without the ability to handle tough conversations well.  A leader’s ability to successfully handle difficult conversations with employees is imperative.  All parties (the employee, the organization, and the leader) benefit when such conversations are handled constructively. Step #1: INTENT  Intent is of paramount importance.  One must approach difficult conversations…

Why Hiring a Salesperson from Inside Your Industry Can Destroy Sales

Hiring a salesperson with industry experience is a good thing, right? It’s natural to think that. The truth is, however, this conventional “wisdom” can destroy sales, crush employee morale, and threaten the very existence of your company! Our licensed Advisors at Sales Xceleration tell us again and again that hiring a salesperson based on experience…