Sales Performance Blog

Stop Paying Attention to Your Goal

Ok, so now that I have your attention, let’s explore the thinking behind that statement…

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Categories: Sales Training, Salespeople, Sales Tips

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?

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

Finding the Time to Lead Your Sales Team

A frequent complaint I hear from sales leaders is that you don’t feel as though you have any time in your already overloaded schedule to devote to coaching. You want to coach more, but other priorities continue to get in the way. One executive told me his sales leaders devoted about 10 percent of their working hours to coaching, while he preferred that they allocate at least 50 percent for that purpose. Ideally, he said, it would be closer to 70 percent.

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

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