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The Center for Sales Strategy Blog

Dana Bojcic

Dana Bojcic

Recent Posts by Dana Bojcic:

I Panic When You Say "Wing It"

Feedback_blog_-_specificI was recently coaching a very talented seller who was having some communication issues with her sales manager. Before getting into the specifics, it is important to understand how this seller is “wired.” She is extremely strong in her organizational skills and her attention to detail is off the charts. She is exact, structured, and precise – in fact; she is a complete perfectionist and ALWAYS has a plan. 

During her last individualized focus meeting, her manager gave her some feedback on her performance. He told her that although she was doing a good job, he would like for her to “loosen up” and “wing it” more. 

A Full On Panic

Why is My Perfect Puppy Peeing on the Floor? And How to Coach the Sales Rookie

Sales CoachingIs your Rookie seller screwing up? We recently added a new puppy to our family, and when deciding which puppy to get we followed all the right selection steps. We carefully considered the most important characteristics and traits to us, and found the perfect puppy for our family. She doesn’t shed, she is the right size, and personality wise she is fitting right in… so why is my perfect puppy peeing on the floor?

Topics: Sales

How to Find the Perfect Fit When Hiring a Salesperson

Finding the right fitEvery Birthday, every Christmas, every “gift giving occasion” we go through the same thing with our six year old. The conversation goes something like this:

Do You Have a Clue About Hiring Sales Talent?

hiring sales talent how to know exactly what you are looking for
Topics: Sales

Are you really interested in revenue development?

heart hunger head

Topics: developing strengths Sales

You’ve Got the Appointment – Now What?

sales appointmentOne of the most difficult aspects of selling is getting the first appointment with a new prospect. That is a fact, but it shouldn’t be the only focus. Simply getting the appointment is not the goal; the goal is to get a good appointment.

Topics: customer satisfaction setting expectations sales performance Sales

Don’t assume you know what is important to the people you manage

coaching salespeopleTake a moment and think about what motivates you to perform more effectively and more efficiently? What makes you WANT to work harder and smarter? What makes you want to give it your all?

Topics: Sales

How to Engage New Sales People and Get Them Ramped Up Quickly

new hireWhat do a great party hostess and a great manager have in common? They take ownership of the outcome. Whether you are planning an amazing party or ramping up a new sales person, there are similar strategies you can follow to make sure everyone is engaged, and everything runs smoothly.

Topics: setting expectations developing strengths sales performance