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Your salesperson made a mistake. Making them pay for their mistake costs you more than you can afford, and does nothing to help either you or your salesperson. Read More
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Sometimes salespeople, sales managers, and their companies believe it is wrong to turn down a deal. When a deal isn’t right for you and your company, it isn’t right. Read More
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When a salesperson leaves their job and sales to pursue a job that is not in sales, you know that you made a serious hiring mistake. Read More
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Clients are demanding. They want what they want. Sometimes it feels as if they expect everything to be perfect. They don’t. But they do have expectations. Read More
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You may not know it, but your sales manager knows when you are working and when you aren’t. And, she doesn’t need to look at your activity reports. Read More
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To succeed in sales, you have to know the outcome that you want from the actions you are taking, and you have to have a single-minded focus on achieving that outcome Read More
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There are some positions where commission-only structure makes sense. There are some salespeople for whom a commission-only pay structure makes sense. They are few. Read More
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The question as to what makes you different is either the easiest question in the world to answer, or it is the most difficult question to answer. Read More
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Your place in the value chain is in helping your dream clients to produce results for their dream clients. You are their competitive advantage. Read More
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Create big and meaningful value. Don’t dabble around the edges. It’s not good for you, and it isn’t what your dream clients need from you. Read More
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