Sales Performance Blog

The Importance of PRESENCE in the Sales Process

Are you present with your clients? What the heck does that mean, anyway? To me, it means being “there” with a client and facilitating a conversation about THEIR needs as opposed to prematurely addressing YOUR products and services. Bringing real value to your clients requires a level of awareness and attention not all sales people demonstrate.

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Categories: Sales Training, Sales Enablement, Sales Coaching

How to Avoid Being "That Boss": Keeping Your 'A' Players on the Team

Recently I was speaking with a friend about a significant reorganization that is happening at the company at which he works. When I asked him how he felt about this reorganization he told me he was very excited. His answered surprised me.  Most people going through this kind of change are more nervous than excited. His answer to my question about why he was so excited was very telling. His exact words were, “I won’t have to work for my current boss anymore!” 

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Categories: Sales Leader, Sales Tips, Sales Coaching

How Good Do You Want to Be?

“The electric light did not come from continuous improvement of candles.” - Oren Harari

I have had the amazing opportunity to work with high-performing sales teams from around the world for almost 20 years and there is one characteristic that sets the top performers apart. It’s discipline. Top performers have the discipline to learn, practice, prepare, execute with excellence, manage time, follow up, and seek honest feedback for improvement.

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Categories: Sales Leader, Sales Tips, Sales Coaching

Is Cold Calling Really Dead?

A sale isn’t something you pursue; it’s what happens to you while you are immersed in serving your customer.” —Anonymous

You may have heard a rumor that cold calling is history. I’m here to tell you it’s still very much alive. I know, because I get numerous cold calls at my office every day from people inviting me to webinars, offering me CRM tools, telling me about hiring techniques that get the best employees, and so on. 

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Categories: Sales Enablement, Sales Tips, Sales Coaching

It's All About the Numbers (Too Bad): How quota keeps us from achieving our best

Is quota an incentive or a disincentive?

If you’re in sales, you have an annual target you’re expected to hit. Goals are good. They work because they drive focus and inspire people to work harder and longer than they otherwise would. Clearly, we achieve more because of goals.

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Categories: Sales Training, Sales Enablement, Sales Tips, Sales Coaching

What Good Looks Like...From a Buyer's Perspective

It’s our job as solution providers to help our customers make informed decisions throughout the sales cycle. To do this, we need to understand their thinking and requirements by asking meaningful questions and providing relevant insight throughout the buying experience.

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Categories: Sales Tips, Sales Coaching

Has Sales Leadership Become too Complex?

I would love your thoughts on something... What if sales leadership has become so complicated that no one person can accomplish all aspects of the role with excellence? Hiring, firing, interviewing, budgeting, selling, coaching, scheduling, expense reporting, dealing with client issues, training, counseling, and the list goes on and on. 

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Categories: Sales Leader, Sales Coaching

Compelled to Coach

Have you ever known a manager who, after every joint call or conversation, feels the need to offer you ‘coaching,’ always under the banner of YOUR self-improvement? It often begins with something like, “May I offer you some coaching?” or “Can I give you some feedback?” just minutes after a high-stakes presentation, emotionally-charged sales call or internal meeting gone awry. 

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Categories: Sales Coaching