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Leadership


by Colleen Stanley It’s time to have the tough love or truth telling conversation.  If not, you’re on your way to creating a mediocre, status quo, don’t rock the boat sales culture.  Many sales managers settle for this type of culture because they are conflict avoidant. You’re a top sales producer that has been rewarded with a promotion to sales manager.  You’re excited about the opportunity to grow your leadership skills and help...

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Millennials can be challenging. Josiane Feigon shows how managing them correctly can make all the difference in success or failure.  by Josiane Feigon, an excerpt from Smart Selling on the Phone and Online It was the first worldwide sales kickoff for Ellen’s inside sales team and they were going to Vegas! Her team of 72 young reps was beyond excited to be flown out for this huge company event in an exciting city. They were a...

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Learn to say No thoughtfully and respectfully with the focus on creating a high performance sales culture. By Leanne Hoagland-Smith Are you limiting your sales team and the ability to increase sales by not ever saying No? Sometimes, you need to demonstrate sales leadership by just standing up and not saying or appearing to be saying Yes to everything. Society frowns on saying No because you are believed to be making a negative...

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So what’s your team’s Sales EQ?  Sales organizations recognize that reading, relating and understanding customers accelerates trust, sales and retained business. Here are three emotional intelligence skills to look for in your next hire. by Colleen Stanley You’ve met this person.  They are brilliant.  Their ideas creative.  And—no one wants to work, interact or ‘hang’ with them.  This high IQ person doesn’t show empathy when a...

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by Janet Spirer Recently I was talking with a sales manager who shared an interesting story about sales strategy reviews. She had just finished conducting sales strategy reviews for the top 20 accounts in her geography. Her observation was interesting – “Let’s not talk about the quality of the sales strategy reviews – some were great and some left much to be desired. I expected that. What I didn’t expect was how the sales reps...

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Don’t Skip This Vital Step in Sales

Don’t Skip This Vital Step in Sales


Posted By on May 29, 2014

By Monika D’Agostino Sales is a process, especially when it comes to consultative selling and the process only works when you don’t skip steps. Staying in touch with prospects, following up in a timely and mindful manner and following a customer-centric sales process is something that sales managers need to instill in their sales people so they can succeed to their fullest abilities. But what if the sales managers...

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