I think everyone, no matter their background, has heard an inspirational quote around the importance of keeping a good attitude. Initially, it sounds like a simple task. But at times — like the end of a down month — can be extremely difficult for both you and your sales team. I played sports growing up,...Read More
Picture this: You walk into a company office (or annual sales kickoff or weekly sales meeting). You take a look around the room and think: “There are definitely some people who would rather be watching a fresh coat of paint dry.” Sound familiar? There can be many reasons why employees are disengaged or exhibiting low...Read More
Zig Ziglar was a man ahead of his time. Although he passed away in 2012, many of his greatest pieces of advice not only still hold true for salespeople, but still leave a lot for modern sales leaders to learn. Here are some of Zig’s best quotes, and what sales leaders can take away from...Read More
Your sales kickoff is a big deal. Now that 2015 is over, it’s time to move on to bigger and better things. We’re totally on board. Out with the old, in with the new! But we also know that sales kickoff can be a confusing mixture of excitement and anxiety. We’ve been there. All the...Read More
In our connected day and age, it’s common to have remote sales staff. But this can create a challenge when you’re focused on motivating the team members you don’t see in person everyday. One key to keeping remote reps engaged? Unique sales incentives. No, we’re not talking about the lofty types, like President’s Club. Plenty...Read More
The age-old question: What motivates people? In this post, I’ll examine what motivates your sales team and how to design compensation, recognition, contests and social pressure to work in your favor. I’ll lean on experience from running NetTel, a lead generation and appointment setting firm I founded back in ‘08. During that time, I tried...Read More
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