OLD DOG, NEW DOG. CAN YOU TEACH THE RIGHT TRICKS?
“Can you teach an old dog new tricks?” I have been asked this question multiple times over the years… in a variety of expert interviews and by concerned sales managers leading an aging team. While I hate the expression “old dog,” I have an answer… “Yes,...
Sales People Are Confused
Sales people are confused. And who is creating this confusion? Sales leaders and sales experts. The very people who are charged with guiding and supporting your sales success. Think about what we throw at you on a daily basis. Make more calls! Make fewer quality...
WANT WINNERS ON YOUR TEAM? SALES LEADERS, DO THIS.
I have worked with tens of thousands of sales people over the years… from just about every age group, experience level and industry. And I’ve observed one trait that consistently distinguishes the superstars from the average. Sadly, it’s a characteristic that...
Your sales meetings: business generators, or sleep aids?
Every sales team has its regular team meeting, whether it’s weekly or monthly, face to face or virtual. Bringing together the full team, even for an hour, has a considerable cost associated with it in terms of time and lost selling opportunity – unless these...
Is Your Sales Management Stunting Your Growth?
An unanticipated response from one of my clients recently got me thinking. He’s a sales leader responsible for his company’s sales optimization project and when I asked him how things were going he replied, “We’ve seen pockets of real progress...