INSIGHTS Salespeople quit for a whole host of reasons. But let me say this: turnover on its own is not bad. There’s the wrong turnover and the right turnover. You need to know the difference. So, why do sales representatives quit? Sales reps leave for many reasons, primarily due to poor compensation structures. However, it […]
Why Do Salespeople Quit? | Sales Turnover Advice Read More »
INSIGHTS You can’t read the label from inside the jar. That’s a fact. It’s easy for a leader to get stuck on a particular path while their competition takes a different direction and explores new opportunities. I see this happen regularly. I also see businesses seeking to hire their way out of their sales problems.
10 Benefits of Good Sales Consulting for Sales Leaders Read More »
INSIGHTS Communication is the single most important and most powerful sales tool. The problem is most salespeople are not very good at it. INSIGHTS IN THIS GUIDE I hear it from sales representatives and leaders all the time. They brought all the firepower to their meeting, but the deal died. Yes. It is essential that
Sales Talk: Why Deals Die After a Great Conversation & How to Fix It Read More »
INSIGHTS You need to ask yourself one question. Are you running a sales team or an after-school program? Most sales teams right now are run like an after-school program. Their sales leadership team usually tells me: We love to trust our people. Our team values autonomy. We’ve got a great work-life balance. But it gets
6 Reasons You Can’t Manage Your Sales Team On Trust Read More »
INSIGHTS The reality is simple. You need to do more to get more money. You’re not a handout. Read: How to pay your salespeople â–·â–· High inflation and a tight labor market have organizations and people squeezing pocketbooks. In May, the year-over-year consumer price increase hit a 40-year high, according to the U.S. Bureau of Labor Statistics. Many employers and employees
Should You Give Your Salespeople a Pay Rise Based on Inflation? Read More »
INSIGHTS Fact: nature of sales attracts highly competitive people. Fact: high-functioning teams are competitive. Fact: If you think your sales team’s competitiveness is your edge, your competitor has probably already won. https://www.youtube.com/watch?v=DISep-iyzh0 The fact is most sales leaders don’t know the first thing about how to deal with a competitive salesperson or excessive sales competition.
Is Competition Bad For My Sales Team? Read More »
INSIGHTS The purpose of a daily stand-up meeting is to wake the entire sales team up. Get them pumped and ready to sell. INSIGHTS IN THIS GUIDE When my clients come to me with their sales team’s problems, challenges, and struggles, I like to go through all the basics. I want to figure out what’s
Ultimate Guide To Effective Sales Stand-Up Meetings Read More »
INSIGHTS Nearly every industry talks about how “summer slowdowns” impact their business. It’s false. Worse, it’s a self-fulfilling prophecy. The slow summer sales period exists because we tell ourselves it’s slow. INSIGHTS IN THIS GUIDE So, should summer vacation impact your sales? No. There are no slow summer sales months. The only true slow periods are
Does Summer Vacation Impact Your Sales? | Debunking Myths Read More »
INSIGHTS There is no such thing as micromanagement, anyone who complains about it, is simply a low accountable on the sales teams. INSIGHTS IN THIS GUIDE Is micromanaging your salespeople bad? The reality is micromanagement does not exist. It is a miscategorization of either poor leadership or low accountability from a team member. If you have
Micromanaging Salespeople | Should You? Read More »
INSIGHTS Managing your payroll should be one of your top priorities over the next 18 months. But managing your payroll does not mean firing your employees – it means making employee engagement your priority. Imagine 20 percent of your HR staff quit tomorrow. Would you panic? How about your managers and leaders? IT staff? Most
Disengaged Sales Team Insights | Manage Your Payroll Or Pay Read More »
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