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It isn’t the sales manager’s job to motivate their salesforce. It is their job, however, to hire self-motivated salespeople who will take the action necessary to win every day, with or without them. You can easily be one them! Read More

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In the end our successes and our failures have more to with what we believe and the actions we take than any external factor. Regardless of the goals and targets set for you, your personal and professional development are primarily your responsibility. Don’t simply accept the goals and targets that are given to you. Read More

It is important that you as a salesperson know your business and the prospect’s business well enough to be able to make improvements. You must be well-equipped and well-informed about your product and service offerings and how they create value for your customers. However, that knowledge can’t be allowed to overrule other possibilities. Read More

Self discipline is truly the foundational attribute of great performers, including great salespeople. It is this discipline that allows them to take the actions that some put off and most never take. It separates the top performers from the rest of the pack. More often than not, it allows those with less skills and more desire to outperform those with greater skill and less discipline. Read More

In a perfect world, every employee would understand that what they do is really in some way to serve a customer. That is what organizations with customers are designed to do. Too often, though, little silos and fiefdoms develop. Many of these silos and fiefdoms believe that the responsibility for serving customers and for growth belongs to someone else. It doesn’t. Growth is always easier when al Read More

It is time to stop paying for the sins of our fathers. There are very few salespeople today who behave like salespeople behaved in the past. Today, salespeople are smart, business-savvy professionals who have every bit as much professionalism as someone who works in any other business role, and in some cases far more. Read More

The most effective way to prevent deals from stalling is to schedule an advance on every sales encounter. This is difficult, but it is still much easier than having to reengage the prospect later. Read More

It is easy to feel good about letting yourself be taken out the sale. It feels right: The prospect asked for something, and we always try to give the prospect what they asked for. But sometimes it is isn’t right to give the prospect what they ask for. Sometimes it is better to do the right thing and to sell the idea that something else is needed before pricing, proposals, or presentations can be Read More

Could it be that some salespeople are more effective than others at calling and gaining appointments with C-level executives? There is no reason that you, as a professional salesperson, cannot pick up the phone and call C-level executives, providing you have great ideas (and you do have great ideas!). Read More