Hey Boss – Are you why some of your reps are lagging?

If your sales team is like most I’ve seen, you’ve got some reps who are self-motivated go-getters. Ya gotta love those reps! But then there are the others. The ones who show up and do just what it takes to get by, if that. Not much in the way of new business generation. Just enough…

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Is it ever OK to Micromanage Reps?

Micromanagement…. The term makes the hair on your neck stand up – and not in a good way. The term makes you think of managers obsessed with the trees, and with no clue that a forest even exists. Counting calls Nitpicking over forms Nagging about CRM compliance Not pretty. Not fun. Not helpful. Not productive.…

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How to improve sales revenue?

How to improve sales revenue? It is a question that haunts salespeople, managers, executives and owners. Sometimes it comes in a different form: “How the h*ll am I going to hit my number” If you search Google, or Amazon, or most anywhere sales professionals might go, you can find a thousand answers to that question:…

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Are You Buying A Sales Success Magic Pill?

“If you just buy this one thing, everything will be wonderful!” Do you believe it? Advertisers have been using this core message for as long as I have been fascinated by television commercials. Whatever it is that is being advertised, the format is often the same. Show an unhappy situation (stained clothes; headache; whatever) Then…

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Are you satisfied with your CRM? If not, maybe it’s you!

Are you satisfied with the way your salespeople are using the CRM you bought? Are you satisfied with the data that comes out of it? Are you satisfied with the degree of engagement between your sales managers and their front line direct reports? If you are not, and you want to fix that, where do…

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What is the one, single, most important thing about sales (Hint – it isn’t)

Here in what is called the Western part of the world, we have – as a culture – traditionally taken a reductionist approach to many of the questions we face in life: What is your favorite color? Which organ is failing and how can we singularly fix it? Who is the best rock band of…

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Do you have – or need – a sales role model?

In contrast to the lone wolf image of the salesperson of yesteryear, there is no doubt that more and more salespeople are working as a part of a team. In spite of that, salespeople still need to find their own individual motivation and inspiration, and for many, having a role model can help. But what…

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Why don’t you sell more (and what can you DO about it)

What’s holding you back from sales success? What will make you more successful in sales? When you ask most sales experts, trainers, managers and coaches questions like this, the answers are often Unsatisfyingly Un-Actionable. The question is usually asked differently, a bit less direct – for example: What is the most important attribute of great…

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Red, white & blue (simplified) sales management

Every once in a while an idea comes along that stays with you, and guides you as you move along day by day, year by year through our career. I heard such a sentence more than 10 years ago while interviewing a prospective sales manager, and the idea was as simple as it was useful.…

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Is sales and selling really as complicated as some make it out to be?

Those who talk, write and teach about sales have found many ways to describe the details of sales and selling, which is not bad, but it seems that some may have lost the forrest for the trees. Let me explain what I mean with a challenge: Think of all of the selling techniques, methodologies, philosophies,…

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