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Les’ Tweets
- Keeping top talent isn't as hard as you think! http://t.co/XreHKltX 3 hours ago
- New blog post on keep top sales talent! 3 hours ago
- New blog post on keeping top talent. It isn't just about the money! http://t.co/XreHKltX 21 hours ago
- New blog post on keeping top talent. http://t.co/fz2ThbY5 21 hours ago
- Give Them What They Want http://t.co/GgjHE4Bn 21 hours ago
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Author Archives: Les Lent
Give Them What They Want
When it comes to motivating your team a good place to start would be to understand what drives them in the first place. All too often sales managers think the number one motivator for sales professionals is money. There has been lots of research indicating that while compensation is important it is far from being the most important.
The Longest Time in a Sales Manager’s Life…
It’s been said the longest time in a sales manager’s life is the time from when they first lose faith in someone until the day they do something about it. That “something” is often parting ways. This happens for many … Continue reading
Tagged closing, education, goals, sales
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3 Worst Habits of Sales Managers
Leading a team of people to produce at a high level is no easy task. Sales Managers receive little to no training. Usually promoted from within (typically top producers) they are tapped to lead the tribe. “Just show ‘em how you did it”. This is a response I’ve heard too many times to count from senior management when asked about management training. Continue reading
Posted in leadership, Sales, Sales Management
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Between Passive & Aggressive
Too many deals don’t get done because when it’s time to ask for the business it gets done too passively or worse too aggressively. In between the two lives Assertive. Continue reading
LinkedIn or LeftOut
LinkedIn celebrated two milestones this past month. First it turned 8 years old, and second it went public—in a big way!
For today’s sales professional LinkedIn has become a must do! What other website lets you network, generate leads, pre-call plan and build your personal brand all at one time? Jeb Blount summed it up best in his book People Buy You “LinkedIn is the most important networking tool in history”.
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Posted in LinkedIn, Sales, Sales Management, Social Media
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Nobody Likes a Quitter – Not Even Your Prospects
There are some interesting statistics out there about the number of calls a sales person will make on a prospect before throwing in the towel. These stat’s have been quoted by a number of reliable sources. >48% of sales people … Continue reading
3 Reasons Why Thank You Notes Work
I’ve recently been reminded, several times, just how important hand written thank you notes can be in the business world. When I work with sales professionals as a coach, or when I meet someone new and start to build a … Continue reading
Susan G. Komen Race for the Cure
Sales Coach International has a team! We (my family and business partner’s family) are running in this years Susan G. Komen Race for Cure in Sacramento. You can help by donating here. And you don’t even have to run!
So…What Are You Going to DO About It?
A few weeks ago I wrote a very short post entitled “3 Things Effect Your Growth”. Pretty straight forward: Who you meet, what you learn and the action you take. So… who did you meet this year? Who I met: … Continue reading
You Go First
Want more referrals from your clients? You go first. Think of your clients, customers and contacts. Can you refer someone in your data base to another someone in your data base? Looking for more recommendations of your work on the … Continue reading
