How to Motivate Your Sales Team I get asked this all the time from sales leaders I work with: how do I motivate my team? They tell me the team seems demoralised and some of them might be looking for new jobs. What can I do? I tell them to start by focusing on why …
7 Ways to Motivate Your Sales Team to Reach Targets Read More »
Attitude and mindset go a long way when building a high-performing team. When the attitude and potential are there… but the results aren’t YET… train them, teach them, mentor them. If the right attitude isn’t there… you know what to do… Here’s an excerpt from the Q&A of a virtual keynote I did recently. An …
Tools To Manager Remote Sales Teams from Tom Abbott, CSP If you haven’t already been using cloud solutions for your business, I bet you are now! Here are some tools I like for managing remote sales teams: Video Communication Tools Video is the next best thing to face to face so use it whenever you …
“How do you hire the best candidates for a sales role?” That’s a question I’m asked often by sales leaders. In fact, yesterday I spoke with a Managing Director of a shipping and marine supply company who shared the following two major challenges: competition from well-branded multi-national corporations for applications and selecting the best candidates …
Video: How To Hire Sales Professionals – Sales Interview Questions Read More »
Sales KPIs from Tom Abbott, CSP When it comes to tracking the effectiveness of your sales team, and the sales related processes you have in place, it’s important to keep track of and analyze key Sales Key Performance Indicators (Sales KPIs). Whether you’re a sales manager trying to maximise the results of your team or …
Sales KPIs – What Every Sales Leader Needs To Track Read More »
I get asked this question a lot: My team’s not hitting targets. What do I do? Here’s my answer: My team’s not hitting targets, what do I do? That’s a question I got asked the other day by a sales leader I work with. She tells me the team is not making as many calls …
The Hunters and Farmers Model helps guide sales leaders in developing each representative’s inherent strengths to gain the team’s shared ideal outcome. For instance, most organization’s structure requires a group of Hunters. The Hunters’ responsibility is to find leads. Conversely, a team of Farmer’s responsibility is to nurture existing clients, compel prospects, and inspire long-term …
Critical Distinctions Within The Hunters and Farmers Model Read More »
How To Scale Your Sales Team from Tom Abbott, CSP Way to go! Your company’s sales team is doing great! Sales numbers are up, and the future looks brighter than ever. There is just one problem. All the members of your current sales force are already maxing out their current level of productivity, and it …
While a person’s inherent creativity, charisma, and personality can be all it takes to close a sale on occasion, possessing solid sales fundamentals is what enables someone to perform well consistently. Besides having the right personality for the job, effective selling requires the ability to follow a proven process, and that is what a …
8 Types Of Sales Leaders from Tom Abbott, CSP Whilst it’s true that most effective Sales Leaders were once great Salespeople, the type of Sales Manager you are requires more than just the ability to close deals. To lead a well-performing sales team, your success as a Sales Leader depends on how you utilize your …
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