Jim Hopes, on April 16, 2018
For some sales managers who are naturally very strong in relationship talent, doing things every day to invest in relationships with their direct reports comes naturally. For the rest of us, we could use a little reminder to make sure we are taking the right actions that foster strong relationships with our people, and today’s software and app selection can help.
Shaye Smith, on April 13, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
The Center for Sales Strategy, on April 12, 2018
Congratulations. You've conducted a needs analysis and discovered a need for a prospect (their desired business result) for a prospect. But, is that good enough? How many needs did you uncover? Surely a serious conversation with a prospect about current challenges, unrealized opportunities, hassles, and trends, would uncover multiple desired business results.
Trey Morris, on April 10, 2018
Marco Polo, Christopher Columbus, and Magellan.These are legendary explorers who set out to discover the great unknown of our world! These men were brave, bold, and courageous. They feared nothing. They were willing to risk it all for the sake of discovering a new world!
Beth Sunshine, on April 9, 2018
People who use their strengths every day are six times more likely to be engaged in their jobs, and they will have 12.5% higher productivity (Gallup.com).
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Tirzah Thornburg, on April 4, 2018
You have a salesperson with loads of talent, and they have always been successful. Suddenly, they are underperforming, missing goals, and really off their game. Or, perhaps you have a new hire with a lot of talents. You are expecting a sales rock star, but they just aren’t doing well. What’s going on?! The answer may be hiding in past setbacks, and it takes sales management skill to help them start performing to their potential.
Shaye Smith, on March 30, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Alina McComas, on March 29, 2018
Product-focused training and sales skill training - both are important to increase the knowledge and expertise of a sales team, but which is more important? Which has the larger impact? Before I answer that question, let me define the differences between the two to make sure that we are all on the same page.
Jim Hopes, on March 28, 2018
In over 25 years of working with sales managers, I have heard countless stories about how urgent items have displaced important items. When we work with managers, they readily agree that items like these are very important to their success in the job:
