Don’t we all wish we had an entire sales team of top performers and seasoned veterans who hit their quota every quarter? I know you’re silently agreeing with me. But we know that really isn’t possible and that your sales team is likely comprised of 20 percent top performers, 60 percent middle performers and 20...Read More
This piece is part of our series on sales development, by sales development reps. Dear Modern Sales Leader, I am issuing you a challenge right out of the gate. Before you read this blog, I want you to select a few sales reps on your team and ask how they would handle the following scenario:...Read More
Coaching sales reps is one of your most important jobs as a sales leader. But how can you measure the effectiveness of your coaching sessions? By developing your own training certifications, of course. Think of a certification like a skill quiz — reps earn certifications by studying for and being tested on specific selling skills,...Read More
Going more than a week without coaching a sales rep is a problem. That’s according to ConnectAndSell CEO Chris Beall. He recently joined ExecVision.io Founder Steve Richard and AA-ISP CEO Larry Reeves for a webinar about sales coaching — specifically, using call dispositions to identify points of resistance for reps and coach around them. Here...Read More
This piece is part of our series on sales development, by sales development reps. Well another Saturday morning has rolled around here in Detroit, which means I have another chance to crack open my laptop and type away into the sales-related ether. But this morning, I ask myself the world’s most dangerous question: Why? Why...Read More
Any message from a sales rep that includes “touching base,” “circling back” or “checking in” is what Jill Konrath calls the kiss of death. “That is an email or voicemail that gets deleted in two seconds,” she said. “People don’t want someone who’s touching base. They want a deal with somebody who continually brings them...Read More
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