A culturally diverse sales team is a distinct advantage that many organizations fail to recognize. It’s human nature for the hiring managers to employ people that are similar to them, and companies often fall into the trap of hiring people with similar backgrounds, experiences, and habits. This can hold back an organization and cause the...Read More
Coaching is a hot topic in the sales world but we normally only hear about it in relation to personal development. Articles covering topics such as “how to be the best coach” or “coaching tips for sales managers” are great to assist in developing your own coaching techniques, but when it comes down to it,...Read More
Email isn’t going anywhere but it’s no longer the star player in the prospecting lineup. Anyone who receives prospecting emails knows not only how monotonous and boring they can be, but how easily they pile up in your inbox. It’s extremely difficult to stand out as a prospector, and most emails you send will get...Read More
Many first-time sales managers were former top sales reps, and often the next step career-wise is to use that productivity and success in management. The hope is that they can coach others on what they know to help their reps follow in their footsteps. But management is an entirely different ballgame, and requires a much...Read More
Everyone’s heard the saying “practice makes perfect”. As cliche as it sounds, it’s true! The only way to perfect your sales pitch, is for reps to practice and managers to offer consistent sales coaching. Although many salespeople regularly rehearse for big presentations beforehand, the techniques used for cold calling and value touching are rarely practiced....Read More
According to research done by SHRM, it can cost the equivalent of 50-60% of an employee’s annual salary to find a direct replacement. One of the most difficult aspects of management is putting the right people in the right seats. So, how do you know how to hire the best sales reps that will deliver...Read More
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