Closing deals and making the number is the goal of any salesperson or sales leader. There is complete alignment here, and anyone in sales has selected a career where they are willing to be held accountable to their results. In fact, in most cases, 50% of their compensation is tied to hitting these goals! So...Read More
This is part 1 of our “Skill vs. Will Sales Coaching” blog series. Read part 2 here, and part 3 is coming soon! Of all the responsibilities that fall under your command as VP of Sales, which is numero uno for success? The task that has the single biggest impact on whether you achieve your goals? Putting a great team...Read More
As I walked off the flight from one of my first business trips, I found a sales leader I met getting on that plane. We walked on in unison and chatted like peers — until I veered toward baggage claim. “You checked your bag?!” He asked loudly. Before I could answer, he lifted his bag, said the flight attendants...Read More
There’s been a common theme coming from sales leaders in recent weeks, and it has to do with what happens after their sales kickoff meetings. It goes something like this: Our sales kickoffs are always great, and our team leaves motivated to execute on the year’s initiatives. But when they get back to their desks...Read More
Do you look at sales objections as a bad thing? Do you get uptight around the whole issue? A lot of salespeople treat objections as if they are in a not-so-friendly tennis match: The prospect lobs one over the net, and the rep hits it right back at them — or worse, rushes the net and...Read More
The new year likely brings you bigger sales goals and with that, the need for stronger sales performance. How much will you rely on sales training to get your team where it needs to be? There’s no right answer, but there is data showing that successful sales teams make training a priority. Check out this infographic from Learncore to...Read More
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