Sales Training
lea Navigating your way through complexity in a rapidly changing, information-saturated world. The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace. We are in extraordinary times. And unprecedented times call for unique and disciplined approaches if we are to survive and thrive. In this sixth of a series, I…
Read MoreEvery salesperson talks about “Closing the sale.” The best salespeople understand that before you can close the sale, you must open it. What is opening? “Opening” means using well designed and delivered questions to thoroughly uncover as many aspects of the buying decision as possible. Too many salespeople mistakenly concern themselves with only the technical aspects of the sale, and neglect entirely some of…
Read MoreI am in the middle of a sales manager’s training class. Inevitably, as we methodically examine the best practices of effective sales managers, someone is going to comment, “We do it like this……” and then dismiss everything we’ve just discussed. It doesn’t matter if the process we are discussing has been proven to be more effective, or that…
Read MoreQuestion: I have three new salespeople and a handful of more experienced reps. I find myself spending a disproportionate amount of time with the new guys, and, therefore, ignoring the others. Is this OK? Or should I spread my coaching time around to be equally available to all of them? Answer: Let me give you a short answer as well…
Read MoreAt its most fundamental level, business is always and only about three things: Money, people, and systems. There is a huge body of content revolving around money in business. Lots of books have been written and consultants’ careers advanced in the pursuit of wiser use of money. A whole population of professionals – bookkeepers, accountants, and CPA’s — have come…
Read MoreBy now, every reasonably well-informed, thoughtful adult realizes that we are in unprecedented times. In case you’ve missed it, here’s a bullet list of some of the currents moving through our culture that are merging to create an incredibly turbulent, dangerous environment: An unprecedented pace of change. Growing complexity in almost every area of our lives. Constant pressures on time.…
Read More“Is there one business model that you would recommend to a budding entrepreneur?” That was the question a young man asked me recently. I reflected for a moment over the past 25 years, and answered this way: “No. I’ve worked with over 400 businesses, and in that pack there were lots of different business models. What I’ve seen is that…
Read MoreSales Leaders need to communicate expectations of their salespersons directly to them. It should not be a secret. It should also not be a matter of negotiation. If you have not given clear and specific expectations, the salespeople will default to what feels comfortable to them. So, they’ll be in the office doing their quotes, sourcing product and making phone…
Read MoreWe all have a sense that things are changing rapidly these days. It is more serious than that. We have entered into the Age of Turmoil and our ability to recognize and navigate it will be the single biggest challenge for the rest of our careers.
Read MoreIn a recent training session, I recommended to a group of sales managers that they hire their next salesperson on the basis of that person’s character, rather than his/her skill, experience or knowledge. A couple of them looked like Bambi being caught by a pair of headlights on a dark night in the middle of the road. The thought I…
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