What Good Managers Know About Holding Their Sales Team Accountable

Being a good manager means passing the Goldilocks test: not too hard, not too soft, but just right. Accountability can be difficult for managers to implement, especially if they did not have good managers themselves when they worked on a sales force. Everyone wants to be a good manager, but definitions of the term can vary. Ultimately, a good manager is one whose sales team is successful every quarter. There are a lot of factors that go into creating that level of success, however, and accountability is an important one. Fear of Confrontation Can Hinder Performance Some people see a Read More…

Web Seminar: 3 Ways to Knock Out Competitor Relationships

DATE: Thursday, February 2, 2017 TIME: 11 am EST (8 am PST) LENGTH: 30 minutes Register Here What do you do when a prospect tells you, “We’re satisfied with our existing vendor relationship?” Should you… Nitpick your competitor’s weaknesses? Overwhelm prospects with a laundry list of all your best attributes (in 30 seconds or less)? Beg for an opportunity to just hear you out? Give your prospect such a low-ball price, that they’ll just have to do business with you? ABSOLUTELY NOT. Your prospect will stop listening to you. Register Now Existing vendor relationships The truth is, most prospects are not thrilled Read More…

The Top Five Reasons Why Sales Training Doesn’t Work — and How to Fix It, FAST

An astonishing 85% of sales training falls short of delivering on its ROI. Additionally, approximately 80% of new skills are lost within one week of training if they are not used, and about 87% of skills are lost within a month of training if they are not used regularly. Sales are the lifeblood of a company. Without steady sales, companies fail. Yet, some sales teams receive little, if any, training. Others receive inadequate one-hour seminars and are told they have just completed sales training. Is it any wonder why sales training doesn’t work? The best salespeople in the world are Read More…

Sales skills crisis: why your salespeople need training now

sales training trends

This is a repost of an article by Karen McCandless on Oct 28, 2016 at lab.getapp.com Two million. That’s the number of jobs in the US manufacturing industry that are likely to go unfilled over the next decade due to a skills gap. 66%. The percentage of companies that have trouble recruiting sales staff with the necessary skills. Two thirds of CIOs believe there is a talent crisis in the world, yet there is surprisingly little talent innovation.   But… 92%. That’s the amount of salespeople who say that sales training has increased their selling abilities. 40 per cent of Read More…

Is there a Silver Lining or Another Dark Cloud in 2017?

Will 2016 repeat itself in 2017 for Sales Professionals? Oh no! If you achieved your sales goals in 2016, congratulations. For others, it’s been a challenging year. According to Kiplinger Washington Editors, GDP for 2016 limped along at 1.4%. Slowing Asia growth and Brexit fears have created weak demand abroad for US-made durable goods. The year 2016 has been a challenge The election year has been a distraction, forcing many companies to wait and see who gets elected and assess what the new administration’s agenda will be. Certain sectors have gotten whacked. Oil and gas exploration bottomed out. Agriculture commodity Read More…