Most sales managers will tell you they coach their reps. Ask what that coaching looked like last week, and you’ll usually hear about a pipeline review. Which deals are closing, which ones slipped, and what the rep plans to do about the one that went quiet. That’s managing. It matters, but it rarely makes anyone...
Author: Kassy Good
The Real Cost of Manufacturing Sales Rep Turnover: Data, Benchmarks, and How to Stop the Drain
Manufacturing sales organizations are losing more money to sales rep turnover than most executives realize – and the damage rarely shows up cleanly on a quarterly report. Scorecard Sales works directly with manufacturing companies across South-Central Pennsylvania and beyond who are confronting this exact problem: the compounding financial drain of losing experienced industrial sales representatives,...
Pharmaceutical and Medical Device Sales Training for Pennsylvania Companies
Pennsylvania ranks among the top five states in the country for pharmaceutical and medical device employment. More than 90,000 people work in life sciences here, and the corridor running from York through Lancaster up to Harrisburg and Hershey sits at the center of that activity. That means the competition your sales team faces every day...
How Sales Performance Metrics Prove Training ROI – and What B2B Sales Leaders Should Actually Measure
Here’s the scenario that plays out in companies across South-Central Pennsylvania more often than anyone likes to admit. A sales manager spends $25,000 on a training program. The reps come back energized. The feedback forms look great – 4.7 out of 5 stars, comments like “very engaging” and “one of the best trainings I’ve attended.”...
People Don’t Buy Confidence, They Borrow It
One of the first lessons I learned in sales was that customers buy confidence. I believed it for years. It made sense because every great salesperson I admired carried themselves with confidence. They spoke with conviction, answered questions quickly and always seemed to know exactly what to do next. Naturally, I assumed that if I...
Why Customers Don’t Tell You ‘No’… and You Still Lose
Here is a true story that makes my heart ache. About 15 years ago I was targeting a particularly lucrative client that was ripe with endless opportunities. A unicorn. A white whale. A real humdinger of an account. Like always, I put my all into prospecting this account trying to find and meet the right...
Some Lost Sales Have Two Stories
Every salesperson has experienced it. You invest hours preparing, ask good questions, build a great relationship, present your proposal with confidence, and then…nothing. The prospect chooses someone else. Maybe they stop returning your calls altogether. Losing a sale is frustrating enough, but what happens next often determines whether you become a better salesperson or simply...
The Ownership Mindset: Thinking Like A Leader
‘Lead where you are’. I remember hearing that once early in my career before I ever had any real titles or responsibilities. For some reason I knew what that meant, but I wouldn’t have been able to define that if someone asked me to. In fact, I can recall several times when I have given...
The Ownership Mindset In Sales
What is the number one reason why salespeople get a bad reputation? Sure, we’re not perfect, but most of the problems we create are caused by the things we say. Think of any salesperson you didn’t like either as a co-worker or a customer and chances are it will have something to do with what...
Who’s To Blame?
I wouldn’t say that I was a bad kid growing up, but I certainly got in my fair share of trouble. There were times when I broke something when no one was looking, or got in a squabble with one of my sisters, but I did everything in my power to build a case that...