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Advice for Sales Managers
The end of the quarter is stressful for everyone, and when that quarter is also the end of the year, the stress level increases. Sales teams are quickly approaching that time of year. Everyone is trying to close those last opportunities and get contracts signed to meet their annual goals. If you’re determined to close...
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The Benefits of an Activity-Based Selling Strategy As a salesperson, there is only so much you can actually control. You can’t control the amount of budget your customer has available. You can’t directly control the amount of time it takes for your contract to make it through legal review. You can’t control whether or not...
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If you ask sales managers their thoughts on the purpose of coaching, many will say they use it to correct negative behaviors via real-time feedback. This results in the following type of situation: A sales rep just finished a rather tough call. As soon as he hangs up, his manager comes up to his desk...
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On the heels of  a global pandemic, the subsequent Great Resignation, and now mass layoffs and economic uncertainty, individuals are suffering a lack of motivation, productivity, and proper support amid such challenging times.  Workers are stressed. They might not be on their A-game. This has led to a surge in articles and other resources with...
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The year is flying by, and we’re already halfway through the second quarter of the fiscal year. This is a critical time of year. There have been plenty of deals and enough action to really start taking a good look at how teams are performing.  You have plenty of data at your fingertips to analyze...
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Sales leaders face a common challenge: you need your employees to be at the top of their game. A lot of the time, precious resources are wasted on infective coaching strategies and it turns into a game of throwing stuff to a wall and hoping something sticks. Leaders generally understand the importance of sales coaching,...
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