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
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
Ask a salesperson what their goals are and you’ll likely hear about their quarterly or yearly quota. Ask a top salesperson? They might mention their quota, but that’s just where it begins. In the popular sales book, The Psychology of Selling, author Brian Tracy describes top salespeople as “intensively goal oriented,” and that they “know...Read More
It’s estimated that almost half of all Americans make a New Year’s resolution. 92% of them fail. What a horrendous track record for something so incredibly well adopted in our culture. It’s a lot of failure year over year. (Kinda’ counter to the overall objective, no?) So, why do they fail? Oftentimes the answer is very similar,...Read More
During the winter holiday season, “It’s a Wonderful Life” airs frequently on major and local TV stations. In case you haven’t seen it, here’s a synopsis [Warning: There are spoiler alerts]: From childhood until adulthood, the movie follows George Bailey, who dreams of leaving the small town of Bedford Falls to see the world. Through a series of...Read More
Unless you’re Dale Carnegie, it probably can’t hurt to criticize your own sales methods fairly regularly. Are you doing all the right things at the right times to maximize your sales performance? Great performers in sales are always open to new ideas and new actions that will give them edge and take their performance to...Read More
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