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Resolve Conflict on the Sales Floor

Resolve Conflict on the Sales Floor

A little friendly competition on the sales floor can be great for motivating sales, boosting numbers, and helping the day pass quickly – but sometimes things can get out of hand, and knowing how to resolve conflict is essential in these circumstances. Sales is a tricky game – having grit is essential to the profession. […]

Luck and Opportunity in Sales

Luck and Opportunity in Sales

When people talk about traits that can be found in successful businesspeople, luck rarely makes the list. But being in the right place at the right time is crucial to finding opportunities. While we can’t control when fortune smiles upon us, there are ways to increase our odds of entering situations where we are able […]

Distractions in the Workplace

Distractions in the Workplace

Distractions are an increasingly common challenge to deal with in the workplace. Whether it be classic issues like bathroom and smoke breaks, or new distractions such as smartphones and the internet, these time-wasters prevent efficacy in work environments. It is difficult to propose an outright ban on cell phones, for instance, when so much of […]

Re-Evaluating Your Sales Process

Re-Evaluating Your Sales Process

Periodically re-evaluating your sales process is beneficial for any top salesperson. When you’ve been selling the same product for awhile, you learn what works and what doesn’t to close a deal. All the training in the world can’t beat out the experience of selling your product – you get good at doing what you do, […]

Leadership in Sales

Leadership in Sales

Leadership is fundamental to success on any sales team. Without a strong head leading a team, even the best salespeople might find themselves struggling to meet quotas. Adam Goodman visited us last week to talk about aspects that make a great leader. A professor at Northwestern University, he is an expert on leadership and what […]

Smart Goals for Sales Manager and Sales Rep Relationships

In order to effectively manage a team, you must be able to manage relationships.  Sales reps respond to managers who treat them as individuals and show they are committed to the team’s growth.  Managers who can get their team to work hard from internal motivation rather than fear of punishment are the most successful.  There are many ways to create positive relationships from the top of a sales team to the bottom, but they start with setting smart goals for sales manager and rep relations.

Mastering the Sales V

Mastering the Sales V

The Sales V is a way of giving a product demo to a prospect, relevant to my process of pre-qualifying leads pre-demo. The steps of Earning the Right, Finding the Need, Creating the Need, and Selling the Solution before setting appointments for a demo are critical in moving a sales opportunity forward. In many cases, […]