Computer showing graph for assessment

5 Ways to Assess Sales Performance Amid a Global Pandemic

The COVID-19 pandemic has touched every single part of the economy, including — or especially — sales. Businesses have seen existing customers delay reordering and new customers wait to make their first purchases, and some companies are holding onto cash rather than investing in their business. But their singular focus on the here and now has likely blinded them to how different their businesses and sales processes will look in the future.

Helping hand reaching out to a new sales manager to teach success

4 Tips for Succeeding as a New Sales Manager

What do skilled sales professionals and effective managers have in common? Frankly, not much. And when someone leverages sales skills to gain success in a management role, it’s not just a new job title — it’s a whole new world.
I learned this lesson when I was promoted to sales manager. I’d been an integral part of the sales team, but once I became responsible for managing the team, instead of executing the strategy, my relationship with my colleagues transformed.

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.…

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…