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How to Motivate Sales Teams In a Tough Economy

Sales reps have it tough today – not only are their clients and prospects harder to sell, but even their companies have pulled back a lot of the incentives they used to reward and motivate their performance. It started back in December 2008 when many companies cancelled their holiday parties and annual bonuses. Then it […]

How To Successfully Handle Objections

If you’re like most sales reps, you hate to get objections. Your stomach aches, your palms start to sweat, and you can literally see your commissions fly out the window. And, if you’re like most sales reps, when you begin dealing with objections one of two things happen: After you answer them, your prospect gives […]

Three Simple Rules for Success in Sales

If you want to know what truly separates top performers in sales, then look no further than these three simple characteristics below. Each and every top professional I know practices these habitually, and when I focused on these early in my career, I, too, became the top producer in my office of 25 sales reps. […]

The Easiest Way to Evaluate Your Inside Sales Reps

Do you know the name, Phil Emery? He is the G.M. of the Chicago Bears and his rise to this prized position – there have only been five G.M.’s in Bears history – is one of the fastest in all of the NFL. Emery started out as the strength and conditioning coach at the Naval […]

3 Keys to Transforming Your Sales Culture

Changing sales processes and procedures is relatively straight forward; changing attitudes and actions of experienced sales reps isn’t. Anyone who has been involved in managing or directing a sales team knows first-hand the resistance of reps to change the way they sell, even if the current efforts aren’t producing positive results. Regardless of the change […]

One Crucial Lesson My Manager Taught Me

If I asked you what the most important tip, technique or strategy is that you learned in your sales career, what would you say? I easily remember the one that I learned early on because I’m reminded of it nearly every day. In fact just last week I read a story about Gary Emanuel, the […]

How to Handle Underperforming Sales Reps

Every sales team has them: sales reps who consistently miss their quota, don’t appear motivated, or, when you try to help them, do better for a while and then drop back down into underperformance. As a manager or business owner, it’s frustrating trying to get these underperforming reps to do better. And as a sales […]

Secret to Success? Focus on What You Want

Not What You Don’t Want! Set a Goal and Stay Focused Want to know a little secret? One of the most powerful techniques you can use to ensure your immediate and continued success is to stay focused on what you want – and all aspects of that – and not to give in to worry, […]

Leave Voicemail Messages That Get Returned

image credit flickr Stronger Sales Pitch Scripts I don’t know about you, but I’m shocked every time I listen to a voicemail message left for me by sales reps, prospects and even clients. They are filled with ‘um’s’ and ‘ah’s’, they ramble on and on, they leave no compelling reason for me to call back, […]

Are You Managing the Right Activities that Drive Sales?

If you’re in inside sales management, then you know all about metrics. In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports. They show me metrics on how many calls a rep is making, how much average time each rep spends on the phone, what […]