Woman Working in a Mask

Adjusting to the New Normal

The pandemic crisis has caused businesses to completely change how they operate. With strict social distancing guidelines, many companies were forced to go remote. COVID-19 has created a “new normal” that all businesses must become accustomed to in order to continue being successful. With the uncertainty of when the pandemic will end, companies need to…

Virtual Sales Meeting

Managing Virtual Selling in 2021

The COVID-19 pandemic has pushed many companies to move wholly or partially to work remotely to reduce the virus’s spread. With the uncertainty of when the world will return to some form of “normalcy,” sales organizations need to be prepared to navigate 2021 with the notion that most of their sales may still need to…

Frustrated Sales Team

Sales Grinding to a Halt? Align Your Sales Strategies and Selling Methods

Developing a sales strategy is one of the keys to success in sales. Notice – “one of” the keys. There are, of course, many essential components – including your sales vision and mission, sales processes, sales forecasting, tracking and analytics, to name a few. With so many moving parts, your sales operation is like a…

Sales team

The High-Performance Traits that Power A High-Performance Sales Team

Sales success depends on having a successful sales team. A successful sales team, naturally, depends on both effective sales management and the performance of its salespeople. And salespeople who excel share essential professional traits. I’ll get to those in a moment, but first, what are the hallmarks of a top-performing sales team?  High-Performance Sales Team…

Sales pipeline

Grace Under Fire: How to Prepare Your Sales Pipeline for 2021

Due to the havoc wreaked by the twin crises of 2020 — the global health emergency and the economic recession — every business has been forced to change the way it approaches sales. More specifically, the crises completely upended businesses’ sales planning. Economies around the world are cautiously reopening, but business in four specific sectors — restaurants, manufacturing, retail, and…

Setting Smarter Sales Goals

7 Ways to Make Your SMART Goals Smarter (and More Effective) Than Ever

Few sales principles have reached the near-universal adoption of SMART goals. Almost everyone understands the wisdom of establishing and pursuing goals that are Specific, Measurable, Attainable, Realistic, and Timely. But do these performance-driven characteristics go far enough? If your goals are merely SMART, it’s possible you are leaving competitive advantages on the table. Let’s take…