by chris | Jun 24, 2014 | Sales Leadership, Sales Motivation, Sales Process
The low-performing salesperson is costing you far more than you think. Why are you allowing the low-performing salesperson to continue to suck sales and profits from you and your company? A far too common response I hear to that question is something that borders on... by chris | May 29, 2014 | Sales Leadership, Sales Motivation, Sales Process
Recently, I wrote a post about dealing with low performers and I promised a series of follow up posts with more details. Here is the best way to start dealing with a low performer: As a sales manager, you need to first determine if the performance issues are attitude... 
by chris | Aug 30, 2012 | Sales Leadership, Sales Motivation, Sales Process
I’ve been giving you the secrets you need to know to have a successful sales meeting, and now we’ve arrived at Secret #5: Follow up on individual items after the meeting, not during the meeting. Don’t waste everyone’s time at a meeting by... 
by chris | Aug 24, 2012 | Sales Leadership, Sales Motivation
If you want a successful sales meeting, it has to include recognition of performance. Recognizing performance is the #2 secret on my 10 Secrets to a Successful Sales Meeting. (If you missed the #1 secret, it’s here.) Salespeople love recognition, so you need... by chris | Feb 6, 2012 | Uncategorized
Guest post Monday brings us John Doerr, president of RAIN Group, a sales training, assessment, and sales performance improvement company. John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation....
