Sales Performance Blog

Make Onboarding a Priority For Every Sales Hire

In our recent blog, Randy Illig detailed the dangers of "the experience trap," which fools us into falsely believing that salespeople with more experience are better at their jobs than those with less. In fact, however, research has shown that’s not the case. Furthermore, we know that new hires can rapidly acquire knowledge and skills that put them on par with more experienced workers in just two years.

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Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Closing the Sale, Salespeople

Is Your Sales Team Struggling to Close? 5 Key Sales Skills to Close More Deals

I recently had the opportunity to present to a few hundred sales leaders and other executives at Microsoft’s annual Worldwide Partner Conference. During my session, I discussed 5 key skills from my book, Closing: 5 Sales Skills For Achieving Win-Win Outcomes (download an excerpt) that can help them achieve win-win outcomes on future opportunities—skills that are mastered by the top 5 percent of sales performers.  The material has been so well received that I wanted to share this content with other sales leaders whose teams may be struggling with similar issues.

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Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, Closing the Sale