Sales Performance Blog

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. 

Read More

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.

Read More

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

Everyone Has a Story to Tell...

Most (if not all) of today’s marketing professionals have realized that it’s becoming increasingly difficult to reach their customers. In the good old days of digital marketing, one could simply find an interesting article or piece of content that a targeted audience would enjoy, and then interrupt it with intrusive ads.

Read More

Categories: Sales/Business Development, webinar, marketing

Great Sales Performers Are Made Not Born

IMahan Khalsa discusses how great sales performers are made not born in this ebook.The process to make them known and practical has huge rewards for all involved. All it takes is focus, discpline, and execution of these four steps: 

Read More

Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, Sales Enablement, sales performers

The 7 Habits for Sales Leaders: Synergize

 


 

In our latest whitepaper on the 7 Habits of Highly Effective Sales Leaders, we focus on Habit 6: Synergize. 

This is the sixth point-of view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®the ground-breaking bestseller on personal and organizational change. 

Read More

Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement, synergy

The 7 Habits for Sales Leaders: Seek First to Understand, Then to Be Understood

 


 

In our latest whitepaper on the 7 Habits of Highly Effective Sales Leaders, we focus on Habit 5: Seek First to Understand, Then to Be Understood. 

This is the fifth point-of view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®the ground-breaking bestseller on personal and organizational change. 

Read More

Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement

The 7 Habits for Sales Leaders: Think Win-Win

 


In our latest whitepaper on the 7 Habits of Highly Effective Sales Leaders, we focus on Habit 4: Think Win-Win. 

This is the fourth point-of view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®the ground-breaking bestseller on personal and organizational change. 

Read More

Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement

FranklinCovey Receives Top 20 Sales Training Award for the 9th Year!

We're excited to announce that for the ninth year in a row FranklinCovey’s Sales Performance Practice has been named to TrainingIndustry.com’s Top 20 Sales Training Companies for 2016.

Read More

Categories: Learning and Development, Sales Training, Sales/Business Development

The 7 Habits for Sales Leaders: Put First Things First

Our latest paper on the 7 Habits of Highly Effective Sales Leaders – Habit 3: Put First Things First, explores how sales leaders can master this key mindset and schedule their priorities rather than “prioritize” their schedule. 

When you’ve invested time in developing the habit of proactivity and envisioning what you want to accomplish, then Habit 3 is how you execute on your mission on the most effective level. While the first two habits are habits of leadership (the “first creation”), Habit 3 is a management habit. It’s what the late Dr. Stephen R. Covey called “the second creation,” where things get real.

Read More

Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement

Try This With Your Sales Team: Move Off The Solution

One of my favorite videos on YouTube depicts a painful discussion between a man and his wife about a nail. Take a minute to watch it here:

Does that sound familiar to you? Doesn't it sound a lot like your salespeople?

Have you noticed that the overwhelming tendency of most sales professionals is to rush to a solution? It's in our nature. We want to solve our client's problems and we usually have the products and services to do it. So, what's the problem? We’re in the business of providing solutions; It’s what we do! So, why aren't our prospects just thrilled when we come knocking?

Read More

Categories: Sales Leader, Sales Training, Sales/Business Development, Salespeople, Sales Enablement, Consultative Selling