by chris | Jun 13, 2014 | Sales Mindset, Sales Motivation, Sales Process
In previous posts, I shared techniques on dealing with a low performer. You can check out Part 1, Part 2 and Part 3. Now I must give you some advice to keep you from being swallowed up by doing nothing but trying to help the low performer improve. Keep in mind that as...
by chris | May 27, 2014 | Sales Leadership, Sales Process
We’ve all been there. We have a good team, but we know we’d have a great team if we could just get one person to get with the program. You’re frustrated. Everyone else on the team knows who the slacker is, and worse yet, they’re looking at you to see how you’re going...
by chris | May 17, 2014 | Sales Leadership, Sales Motivation, Sales Process, Sales Prospecting
Too many salespeople and sales managers spend too much time in the office! Yes, we need more empty chairs. Salespeople need to be out interacting with prospects and customers. Too much office time will kill a salesperson’s drive and ultimately hurt the bottom...
by chris | May 16, 2014 | Sales Motivation, Sales Process
Recently, while working with a client, I was talking with a very successful sales manager/leader. His track record in developing salespeople was amazing. Bigger than that was his ability to take average salespeople and turn them into high-performing salespeople. As...
by chris | Feb 14, 2014 | Sales Leadership
An outcome of having the privilege to speak at conferences and sales meetings, not only around the United States, but also around the world, is the number of relationships I’ve developed with CEOs, VPs of Sales, and other senior people. I value each one of them,...