Sales Performance Blog

Sales Insights from "Silicon Slopes"

I recently attended EY’s Entrepreneur of the Year Awards Gala in Salt Lake City. The evening was full of inspiring stories about bringing great ideas to life, overcoming adversity, and having a lot of fun. This year, as in previous years, the most impressive entrepreneurs were in the technology space. Each CEO had taken a disruptive idea and developed it into a product or solution that brought their company tremendous growth and unprecedented success.

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Categories: Sales Leader, Sales Enablement, Sales Tips

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

How to Fund Your Sales Transformation: Fire the Underperformers

As sales leaders, we spend a lot of time trying to develop the bottom 20% and turn them into capable salespeople. We send them off to two-day sales training seminars, have them take expensive sales assessment tests to confirm our suspicions, offer them self-help books, schedule countless one-on-ones, join them on sales calls and devote hours to documenting their performance.

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Categories: Sales Leader, Sales Training, Sales Transformation

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

The Player/Coach: An Urban Legend?

Why is sales management one of the few professions that often requires a manager to be both a player and a coach? Over the past twenty years in the profession, I’ve seen many managers carry individual quotas in addition to their primary personnel duties — essentially competing with those they manage.

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Categories: Sales Leader, Sales Training, sales performers

SO WHAT?  Making The Shift When it’s Your Turn to Talk

In most cases, much of the transformation from transactional to consultative selling is about making the leap from “telling” to “asking.” It’s also about shifting away from an emotional and technique-based appeal to an approach that is more logical, honest and direct.  And for some, making the leap from advocacy (telling) to inquiry (asking) is a difficult one. 

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Categories: Sales Leader, Sales/Business Development, Sales Enablement

Sales Leaders... If You Took a Month Off, How Well Would Your Sales Team Perform?

I can't imagine this would ever happen in the real world of a sales leader, but if you took a month off, how well would your sales team perform in your absence? What about two weeks? Whether you are a brand-new sales leader or have deep experience, I invite you to think about this question. It’s fun to consider and can also be very thought-provoking.

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Categories: Sales Leader, Sales Training, Sales/Business Development

Get More Sales with the Same Headcount... Sound Familiar?

Your task is to increase sales year-over-year without adding headcount. Does that sound familiar? If you have been a sales leader long enough, I am sure this is one of the challenges you face as you enter a new fiscal year. It sounds so simple and yet can be such a difficult thing to do. As I think about my experiences, as well as experiences working with many of my clients, there are many places one could start to handle this challenge. For the purposes of this discussion, let's think about how to get better performance out of existing team members.

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Categories: Sales Leader, Sales Training, Sales Tips

Selling to Millennials: The Importance of Authenticity

When we read about millennials in the workplace, adjectives like young, tech-savvy and entitled typically appear. Some researchers have gone so far as to call us (I am a millennial) Generation Me.

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Categories: Sales Leader, Sales Enablement, millennials