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 Hunter and Farmer sales model revolves around the very different roles each plays in the sales process. Typically a company would have a team of ‘Hunters’ who’s sole job is to go out and find leads as well as a team of ‘Farmers’ who’s job is to nurture existing clients and encourage long term […]
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 falls on you to fix the issue. Don’t worry, we […]
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 […]
Sales KPIs from Tom Abbott, CSP Here are the Key Performance Indicators (KPIs) that every sales leader needs to be tracking to measure the effectiveness of their sales teams. Also Read: Sales Infographics – From Motivation to Strategy Motivational Sales Quote Images for Sales Professionals Sales Training Slide Decks Lead to Opportunity Conversion Ratio Ratio […]
7 Ways to Motivate Your Sales Team to Reach Targets from Tom Abbott, CSP Effective sales leaders are role models who embody the vision and mission of the company they work for while inspiring their team to reach their potential and sales targets. Also Read: Sales Infographics – From Motivation to Strategy Motivational Sales Quote […]
Eight Types Of Sales Leaders While most effective sales managers were once great salespeople, it takes more than just the ability to close deals to lead a well-performing sales team. Success as a sales manager requires its own unique set of skills. If you want to help your sales team achieve their maximum potential, you […]
Efficient and effective onboarding is the key to shaping a promising new hire into a productive member of your sales team. Yet, some sales managers fail to onboard new sales reps effectively, leaving it as a mere formality or even as an inconvenience to get through as soon as possible. Others try to overload a […]
When looking to hire a top performing sales person, you want to find someone who is self-motivated, can handle rejection and is persistent. When it comes to understanding how much sales training the potential new hire might need, I ask the following 5 questions to gauge their understanding of the sales process. Their answers give […]
When you incorporate solution focused coaching techniques into your management style, you’ll be surprised by how much more autonomous your sales team will become. In this video I share some powerful questions you could ask that will help your sales team overcome day-to-day challenges and find their own solutions. It wasn’t the first time. I was […]
