In one of our previous articles, we compiled a list of ten motivational quotes that drive sales success. Back by popular demand, we have compiled another list of our favorite principles on sales excellence. These principles should become part of your mindset. Your mindset guides your behaviors and your performance. Integrate these principles into your mindset...
If you're involved in large, complex B2B sales, you will often need to get the approval of senior-level decision makers at some point within the sales process. There are many salespeople who agree that it can be far easier to "speak the language" of the CEO who is focused on future possibilities, than it is...
Gamification has extraordinary potential when it comes to sales training. Gamification is the use of game mechanics to generate engagement, promote learning, and motivate performance. With Millennials gradually taking over the workplace, it's becoming even more important to make sure salespeople are engaged in the learning process. This is where gamification comes into play. Gamification has...
Pop quiz. What percentage of knowledge and skills is forgotten within 90 days after sales training? a) Approx. 25% b) 60% - 75% c) 85% or more If you're like most people, you probably chose (b) 60-75%. However the correct answer is actually (c) 85% or more. Most sales training programs fail to produce the intended results. Trainers,...
As a sales leader, you're faced with a number of different responsibilities. Whether it's hiring, managing your team's pipeline, or forecasting there's many tasks that take up your precious time. However, there is nothing more important than coaching your people. Coaching is the art of asking questions that create awareness, build responsibility, and gain commitment to change....
Managing a successful sales team all starts with having a successful plan for each salesperson. At the beginning of every period (e.g., year, quarter), the most successful sales managers conduct a business planning discussion with each of their salespeople one-on-one. The purpose is to review the previous period and develop a plan for achieving quota...