I am surprised how often I get a question about accountability. The feeling that you are “babysitting” and not wanting to ‘micro-manage’ your salespeople is bogus! Holding your people accountable for results creates urgency, focus, and positive pressure to perform. Human nature shows us that having a clear picture or vision gives us a more
What would you say to a friend who said he met a great girl and after 2 dates he was going to ask her to marry him. Though I don’t actually know your answer I am guessing most of you reading this would say, “are you crazy?” you don’t know enough about her, you think
A mid-size advertising and marketing firm were looking to expand. It truly needed an account executive to go out and call on organizations in the area to try to develop business for the firm. Denise was in charge of interviewing for the new account executive. She went the usual route and put out some ads
Are your salespeople engaging buyers before “pitching’ a solution? Are they asking enough questions before recommending?
How often as a sales director, do you get that dreaded feeling from your reps as well as yourself about the weekly sales meeting? Does it go longer then it should? Did you really feel like you got something accomplished or did you just go through the motions? Why is that feeling so common? Here’s
Being a leader is different from what most of us think it is. Most leaders are actually managers in disguise. Sarah was excited to be promoted to sales director. After all, she has been in sales for almost eight years and has always been at the top of the leader board. She knows she will
You have a salesperson that everyone loves! The clients, the prospects even your staff. Great right? Well yes except for the fact that they can’t actually close business. How can this be? Often times, sales people are in sales because someone along the way told them, “you’re such a ‘people-person’ you should be in
Sales Hiring from a resume alone. We are all impressed by a resume but does it really mean what it says? In the world of sales if someone has sold before, even for a competitor, that doesn’t mean they were good and doesn’t mean they aren’t going to bring bad habits to you. Being