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Consulative selling and selling consultative are not the same. IIn 2015 and beyond your sales team will need to be able to sell consultatively at a very high level of competency in order meet customer expectations and to differentiate you from the other guys who have gotten the message. Read More

Too many salespeople spend too little time selling and too much time doing stuff that either needs not be done or should be done by others. So let’s not make the problem worse by spending the sales time available pursuing bad business. Read More

Companies need to establish a culture where learning is viewed as an ongoing process for which the individual salesperson assumes personal responsibility. Read More

Making sales training better is a big deal; it’s important to work at it all the time. Some of the problems are tough – like getting sales coaching right. On the other hand the dispelling of myths, which do nothing and sometimes cost a lot, are low hanging fruit for increasing effectiveness. Read More

Sales training shouldn't only focus on the hard skills - like asking questions, objection handling, analyzing the competition. Don't forget the soft skills - communication, teamwork, flexibility, positivity, time management, and confidence. Read More

Sales reps that don’t test the limits, don’t try out new ideas to adapt to changes in the buying environment, that simply limit their aspirations to doing a better job doing what they are doing, are likely to leave “money on the table”. They will over time survive but are unlikely to prosper. Read More

Sales training and national sales meetings both are important. But when done together, they are indeed an odd couple that does not get along so well. This blog shares why sales training often gets shortchanged at national sales meetings and how the issue might be addressed. Read More

Women – in all fields, including Sales – are going to receive more criticism about their work and about themselves personally then their male counterparts. This blog shares a study about how managers provide feedback differently to men and to women - and 4 tips for women when reacting to feedback. Read More

Selling value is more critical today than ever in major account sales. Salespeople must, in a compelling way, make the connection between their solution and the outcomes that are important to the customer. They cannot leave making the connections to the customer because sometimes the customer will Read More

Let’s assume you are a front-line sales manager who wants to become a Sales Director. What are companies looking for when hiring a Sales Director in 2014? 7 skills sales managers need to become sales directors. Read More