There are lots of things salespeople don’t like to do: call reports, expenses reports, CRM data entry, company meetings, and of course, the dreaded Opportunity Pipeline Review. Ironically sales managers frequently dislike many of the same things, as they can easily cause frustration for both parties. With Opportunity Pipeline Reviews, the most common cause of …
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Ghosting is a relatively new term for an old sales problem. The Urban Dictionary defines “ghosting” as the practice of ending a relationship with someone by suddenly and without explanation withdrawing from all communication. Connecting or reconnecting with prospective customers throughout the sales cycle can be incredibly frustrating for salespeople. Even when responding to inbound …
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It’s an old expression, but still valid. Each business and the individual departments within companies have leading indicators of future success. They also have lagging indicators of success. A leading indicator should, to some degree of accuracy, predict future success. A lagging indicator is a look at the past and lends no insight into what …
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Soft skills are different than hard skills. Hard skills are skills where the rules don’t change. Math and grammar are hard skills in that 2+2 will always equal 4 and “I” before “E” except after “C”, Soft skills are different in that the skill set needs to be fluid. Grammar, as I mentioned, is a hard …
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Sales Leadership can be a lonely career. Responsible for company revenue goals the role of the Sales Manager is critical. Often sales leaders are promoted from within the four walls of the company. Taking the very best sales professionals and tasking them with sales leadership is far too common. Add to this most companies provide …
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I once heard a colleague say, “The longest time in a sales manager’s life is the time between first losing faith in someone until the time they do something about it.” In sales leadership roles there is no shortage of things that cause professional heartburn, most of them are centered around the people on their …
Read moreThe most effective salespeople are those who understand themselves, both their strengths and weaknesses, so they can develop strategies to meet the demands of their environment. The Sales Assessment outlines your performance tendencies within each specific phase of the Professional Selling Model.
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