Sales success might not always be easy, but it gets easier if your priorities empower you to work smarter and focus on a strategy that fits your current circumstances. Unfortunately, sales organizations and sales reps often have a singular focus on new business sales activity because it appears to offer the shortest route to drive…
When I share my story with sales management and sales leadership professionals – in other words, with people like you – something surprising often happens. We discover a common bond. Sure, we might have had many similar experiences by being career sales professionals and accomplished sales executives; but the bond I’m really talking about goes…
Top Sales Management Tips for More Accurate Sales Forecasting Most Sales Managers would agree that accurate sales forecasting is important. Why, then, do so few of them use sales forecasting to full effect? Why, year after year, do they lament poor revenue projections, wayward goals, and missed quotas? Why do they cling to baseless projections…
Sales Roleplay: How to Use Roleplays to Improve Sales and Win Customers If you aren’t using sales roleplays, you are missing a golden opportunity to sharpen the skills of your sales team and improve sales success. In fact, because roughly 80% of sales teams do not use roleplays to enhance sales skills, you gain an…
In a previous article, I noted that every business has a life cycle – from the initial concept through its formation and operation, all the way to the point when the business has run its course. The same is true for the career path of a sales professional; it represents a life cycle of sorts,…
Using Smart Sales Goals to Improve Sales Team Performance Using smart sales goals (actually, “SMART sales goals”) is one of the most important things any sales organization can do to inspire sales team members and motivate better sales performance. With clear expectations, sales professionals not only know what success looks like and how it will…
Every business has a life cycle. It starts with an idea, a dream, and lots of planning that leads to forming the business and offering products and/or services for sale. Businesses that succeed beyond startup may experience slow growth over time while others might catch “lightning in a bottle” and experience rapid growth that can…
This tidbit from AARP (no, it’s not just for retired persons anymore) recently caught my eye: “Moving on to something new is the new normal. In an AARP report, about two-thirds of workers 51 and older who changed jobs ended up moving to different occupations entirely. Which may sound stressful until you actually do it…
Businesses are living, breathing things. They are born. They grow. They triumph and falter, succeed and fail. They change. They age. In time, they die. Nearly all businesses experience a similar life cycle, although at varying speeds. For businesses that have enjoyed longer-term success and now find themselves struggling, questions and problems can be daunting,…
Three Essential Skills to Focus on When Coaching for Sales Coaching for sales, like the art of selling itself, is complex and multi-faceted. Sales coaching requires its own skill set, and unlike sales training – which might be periodic and formal – sales coaching should be ongoing and individualized. Indeed, while sales training is often…
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