May 22, 2019

People buy from people they like or are like.  I say this ALL the time.  Let’s be honest, there’s a pretty good chance there’s someone else doing exactly what you do.  And it’s never been easier to find those people.  So how do you stand out and close that sale?  By co...

March 10, 2019

In the role of a sales manager, there’re many people that depend on you. Whether is your knowledge, experience or techniques, you are expected to uphold a certain level for each quality. Along those characteristics as a sales manager, your ability to coach is what help...

February 26, 2019

Your sales people are the face of your business, which means you want to keep them happy, motivated and engaged. Sales people who perform exceptionally well are difficult to find, so when you have them, you want to keep them. However, even the happiest team members can...

February 26, 2019

A good sales manager will have certain qualities and skills that sometimes differ greatly from those of a sales rep. And because of this a great sales rep will not automatically make a good sales manager. The qualities of the two vary in many ways. Although sales is pr...

February 22, 2019

The buying process has seen a drastic change in recent years. The rise in technology has brought buying opportunities to our fingertips through the smartphones in our pockets – all we need is an internet connection.

Of course, the fundamentals of the buying process have...

February 21, 2019

Often times when the term sales person is heard, people conjure up this vision of an individual with an extroverted personality; but being successful in sales requires much more than an outgoing personality. Sales require excellent communications, including the ability...

February 17, 2019

Productivity =  f {Efficiency x  Effectiveness}

The terms sales efficiency and sales effectiveness are buzzwords you're bound to hear in today's workforce. The key difference is that sales effectiveness is all about what you work on to drive rev...

January 22, 2019

How can we improve customer service? Have you found yourself asking this question? Is improving customer service one of your goals for 2019?

With the start of a New Year, you’re no doubt quite busy setting organizational goals for 2019, and more than likely, one of thos...