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Is your company and/or sales team in a bit of a sales slump? I know it may surprise you to hear me say this, but sales training is not always the solution. Unfortunately, training is often pegged as the solution for everything. Obviously, I do often see where organizations could benefit greatly from training. Sometimes, [...]
I spend a lot of time with division heads, sales managers and salespeople, and it’s not unusual for the topic of sales training to be discussed — especially in context of how important it is or isn’t. Does sales training really deliver better outcomes for sales teams? I believe it does (I know, you expected [...]
Whether you are a salesperson or a sales manager, have you ever been involved in a big sales kickoff or training event — only to have the enthusiasm and results quickly disappear shortly thereafter? This is a common problem! But the good news is that it doesn’t have to be this way. You can achieve [...]
Rest assured I’m not turning into a negative person. No, I’ll always be the optimistic person who is determined to find a way to make things work. However, I will say it’s okay to fail on a sales call. Look at things this way: If you were to win on every sales call, shouldn’t that [...]
How much do you and your company spend on sales? Too many companies have made cutbacks in sales all because they want to save money. More often than not, I’ll argue they don’t save anything but wind up hurting themselves. I have looked at some of the data of the percentage of revenue that some [...]
