Category Archives: Development

Right Person? Wrong Role? Don’t Set Your Team Up to Fail


Although virtually anyone can learn the principles of selling, not everyone can be a successful salesperson. Mastering techniques and principles is one thing; having the desire and drive to apply them is another. Joe may learn the fundamentals of selling—prospecting, building trust, analyzing customer needs, studying product lines, making presentations—but this is no guarantee that he will be an outstanding salesman. Joe might lack the necessary willingness and ambition; he might not be a “people person.” Junior may inherit the family business, but distinctly lack the personality traits prerequisite to the sales profession. Furthermore, even if Junior is intelligent and outgoing, there is no reason to assume he is prepared to be a CEO. (The principle also applies in reverse: Learn More.


Leave a comment

Athletes Need a Coach, So Do Salespeople…


Sales leadership is analogous to football in the sense that medium-to-large-organizations tend to have two or more “layers” of management—comparable to coaches and assistant coaches in the NFL. Every team has a head coach, who oversees the entire program, and assistant coaches, who specialize in running backs, quarterbacks, linebackers, and so on. Likewise, the typical sales hierarchy consists of a CEO or VP (head coach), supported by several sales managers and account managers (assistant coaches), each with their own “players” and specific realms of responsibility. Sales leadership training, then, could be described as “coaching the coaches.” A sales manager might be considered a “sales coach“. Sound leadership training recognizes the fact that sales managers are charged with a task shared Learn More.


Leave a comment

Avoid The Eight Most Common Sales Training Blunders


Sales training is a fairly common endeavor, but many companies do not get much of a return on their investment. Despite the lofty aspirations of executives and managers, sales training, when conducted improperly, is simply another means of squandering time and resources. Here are the eight most common sales training blunders: 1) “Homegrown” training, instead of hiring a professional firm. In-house programs are typically created by someone with insufficient knowledge of adult learning theory and models. 2) Training on product. The flawed assumption behind this approach is that product knowledge is the equivalent of sales training; that, if an associate understands how the product works, then by default, she will know how to sell it. Product training and sales training Learn More.


Leave a comment

What Qualities are Ideal for a Salesperson to Possess?


Though the market is constantly changing and evolving, the world of sales has not strayed far from its roots. The ideal salesperson is still going to possess some of the same qualities that have always driven success for individuals placed in this role. There are certain things to look for in each candidate during sales hiring periods, and the type of person that will succeed in the role is likely to possess specific qualities. A sales management team has to outline exactly the type of representative that they are trying to bring on to the team, and this can often differ depending on if they are looking to fill an outside or inside role. If they’re a prospector, they will Learn More.


Tags: , , ,

Leave a comment

Do You Build Demand Before Driving Stronger Sales Or The Other Way Around?


A sales management team has to determine whether they want to build demand for their product or service prior to or after they drive sales, as one of these methods may be a better business decision for the company. This can be dependent on the type of business, as certain companies may benefit from an aggressive marketing campaign prior to building up sales, and vice versa. One example that would help to illustrate the idea of creating demand is Apple and their personal music player products. People do not need an iPhone, but there is a high demand for them that exists. The company came out with the product and created the demand for it because of their marketing push. Learn More.


Tags: , , , ,

Leave a comment

Achievement Posters: The New Office Dartboard


What’s hanging on your office walls? If you’re in sales, every cubicle in your office should be filled with pictures of chromed out Harley’s, 35-foot sailboats, walled cities in Europe, and a view of a setting sun through the picture window of a beachfront home. Why the wall bling? Because each one of those images represents the dream of one of your sales reps. The days of throwing up a poster with a soaring eagle that says “Excellence” underneath it are over. Today’s sales managers operate under a different dynamic. The first thing any sales manager responsible for training and motivating a sales force should do is to sit down with each salesperson for a one-on-one conversation about what motivates Learn More.


Leave a comment

(x) close window