11 telltale signs of bush league salespeople
Pro ball players who continually make mistakes are demoted to teams in the minor leagues. These players are called “bush leaguers.” Sales also has its share of bush leaguers, who constantly make the...
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Your next sales meeting: Keeping the prospect pipeline full
Salespeople need to do more than spot and qualify the best leads — they need to position themselves to pursue the right prospects at the right time. The good news: Most salespeople are already looking...
View Article20-Minute Sales Meeting: Boosting reps’ prospecting prowess
The ability to bring in new business is one of the most crucial skills for today’s sales professionals. No matter how good they are at face-to-face selling, if they can’t schedule meetings with...
View ArticleStudy: Managers don’t know what they don’t know
A recent study involving more than 1,100 front-line managers found most of them had severe misconceptions about their ability to lead. The study, conducted by Developmental Dimensions International...
View ArticleHow to tell if you’re asking the right questions?
Some questions uncover hidden objections and place salespeople in a better position to close. Others … well … don’t. A few guidelines Here are 12 things you can ask yourself to see if your questions...
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Sales managers say this area cost them $50k in 2010
A third of sales managers claim poor decisions in this one area cost them at least $50,000 in 2010. That area: recruiting. Thirty percent of managers admitted bad hiring decisions easily cost their...
View ArticleThe benefits that attract the best employees
It’s the little things that count … when you are looking to hold onto your best performers or attract future superstars to your company. Survey after survey reinforces it: Benefits now assume almost...
View ArticleWhy salespeople avoid referrals (and what you can do about it)
Time and again, research has proven referrals are the best way to close more high-probability prospects. So why do salespeople constantly avoid asking for them? A number of studies confirm salespeople...
View Article3 lessons every company can learn from the Netflix debacle
When Netflix recently decided to change its pricing model, it set off a chain reaction that could ultimately result in the loss of nearly 3 million customers. Why are so many customers leaving? Because...
View Article5 ways to maximize the impact of sales training
A best-selling sales author shares his keys to training success. Kevin Eikenberry, author of Remarkable Leadership, compares effective training to building a reliable chair — even if one leg is...
View Article3 best practices your sales force needs in 2012
If “increase sales” occupies a spot on your organization’s 2012 to-do list, there’s brand new information you need to know about. The folks at the Aberdeen Group just researched the most critical sales...
View Article’11 Rules You Won’t Learn in School’
You may want to buy a copy of this book for every new hire fresh out of school. In his book Dumbing Down Our Kids, author and educator Charles Sykes offers these “11 Rules You Won’t Learn in School”:...
View Article5-step plan for better prospecting results
At its core, prospecting boils down to nothing more than a simple game of addition and subtraction. Salespeople who spend their time trying to make more effective calls are going to be more...
View ArticleThis week’s quiz: Legal do’s and don’ts of hiring interns
Bringing in an unpaid intern – usually a student – for the summer has its advantages for an employer, including getting an early look at someone you might want to hire someday on a permanent basis. To...
View ArticleStudy reveals hidden key to high performance, morale
More than 40% of managers who make use of this tactic report it has increased daily productivity across the board. The tactic: consistent, in-house, on-the-job training. On top of which, 35% insist...
View Article75% of managers say they’re not ready for this
A new survey reveals the majority of supervisors could wind up in the wringer if the job market continues looking up. The survey, which was conducted by SmartBrief, revealed roughly 75% of managers...
View Article66% of salespeople believe their results would improve if …
A new study by the Sales Benchmark Index reveals a fatal flaw in the average training and development process. Sixty-six percent of salespeople believe their performance would improve over the next 12...
View ArticleThe top 4 reasons average salespeople fail
In many cases, the real reason a salesperson is struggling may have a lot more to do with the parameters he or she is working within, than it does a lack of natural skill. In a recent article,...
View Article4 questions to ask software vendors
One of the scariest purchases any business can make involves software, including upgrades. Asking the right questions can make the process a little less intimidating. To kick things off, ask potential...
View Article5 questions every employee should be able to answer
Leaders can’t always be there to provide the best response. With that in mind, Steve Trautman, author of Teach What You Know: A Practical Leader’s Guide to Knowledge Transfer, suggests providing...
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