How to Improve Sales Team Performance with Individual Salesperson Goals

If you want to know how to improve sales by strengthening your sales team performance, it pays to understand the importance of individual salesperson goals. Simply put, properly established individual salesperson goals can and should make it easier for the entire sales team to attain overall measures of sales success. Unfortunately, without strategic planning, individual…

Train Your Brain to Close the Sale

The human brain has two distinct sides; two separate hemispheres that control very different actions.  The left side controls rationale and logic.  It looks for information, data and statistics to analyze, helping you make clear decisions based on things that directly connect.  The right side of your brain is your creative and emotional side.  When…

Sales Management Ride-along Sales Xceleration

Using the Ride-Along for Better Sales Management and Coaching

Sales management has many proven methods, but in organizations where sales personnel meet with clients and prospects beyond company walls, sales management is usually done in absentia. While the Sales Manager may occasionally coach to enhance sales performance, that coaching is normally based on sales data and the salesperson’s rather biased sales activity reports. It…

Tried and True Lessons of Selling

Learning from history Over 30 years ago, The McGraw Hill Company published an advertisement about the importance of print advertising with potential clients.  Essentially, the advertisement revolutionized why it is important for sales professionals to ensure their advance work is done before a sales call. While print advertising is not as effective today, other forms…