Let’s get real. Even if you’re in sales and believe 100% in the sales profession (yes, I am one of them), we will still run across salespeople who are nothing but fakes. When I mean “fake” or “fraud,” I mean not only are they bad for the profession, but worse yet, they’re bad for their [...]

We don’t pay enough attention to our sales process. It’s only natural for salespeople to be focused on how many sales they close and what their overall numbers are.  I contend if we want to change our sales results, need to change our sales process. One definition of insanity is continuing to do the same [...]

I’ve always viewed myself as mildly addicted to football. My wife would say I’m obsessed with football, but we won’t touch that. This year I finally took my addiction to a new level by joining a fantasy football league.  I felt with my knowledge of the game, I would do quite well.  Now with the [...]

At this time of year, too many salespeople find themselves in an awkward situation with a customer, wondering how to fill a December or January order. For sales managers reading this, take the time now to work through each possible scenario your salespeople might face and determine how you would handle it.  Last thing you [...]

Guest post Monday brings us a post from Profiles International, an organization committed to creating high-performing workforces.  In this post, they offer great insights on hiring mistakes sales leaders should avoid if they want to build a team of extraordinary caliber.  No matter your position in the sales industry, glean from this post tips you [...]