How can you have a positive, long-term effect on the performance of your talented salespeople?
Elisa Hillman, on September 29, 2012
How can you have a positive, long-term effect on the performance of your talented salespeople?
Elisa Hillman, on August 22, 2012
Last week, a sales manager told me, “I know I'm not supposed to do this, but I get really close with my salespeople."
Elisa Hillman, on July 26, 2012
Serving up the ideal sales person for your team to increase sales performance is much like creating the ultimate masterpiece in the kitchen. Like a culinary chef, you must know the significance of each ingredient you are using, meticulously measure each one, and mix them together perfectly to prepare dishes that meet everyone’s needs. If one significant ingredient is missing, it can destroy the entire meal and leave everyone wanting more. Hiring sales people and coaching them is much like preparing your favorite dish.
Elisa Hillman, on October 21, 2011
Your rock-star salesperson suddenly loses that fire in his belly. You count on this top sales performer to achieve at high levels, so what do you do when they stall out? If top scoring baseball players have batting coaches… and Broadway stars work with vocal coaches… and Academy Award Winning actors work with acting coaches… is it that far-fetched that your top performing sellers would also require coaching?
Elisa Hillman, on August 22, 2011
I am a runner. Sometimes, when I am out on the road, I experience what many people call a “runner’s high.” During those brief moments, when it all comes together, I feel as if I was made to run. Every thought becomes clear, every step is synchronized, and every breath is easy. In those moments, everything feels right, and I want to spend more time running.
