Is silence a surrender or a capitulation? It can be when you are dealing with a client who has suddenly gone quiet with their communication. Nothing makes a salesperson more paranoid than a client who suddenly goes silent and stops communicating. I’m not saying that you’re the jealous type, but when it comes to sales,...
Author: Kassy Good
What Do You Do With a Non-Compliant Salesperson?
Why can’t some salespeople just do what you ask them to do? Is it really so hard!? Seriously, just document the information as we showed you, turn your reports in on time, show up to the sales meetings like you are supposed to and everything will be just fine. This is worse than herding cats....
Do You Have a Great Sales Compensation Plan? 💲
It is no secret that most sales managers and owners struggle to find a great sales compensation plan for the sales team. Quite often these discussions lead to analysis paralysis as proposed changes to the comp plan can create even more questions and what-if scenarios. To be sure, salespeople and leadership do not think alike...
How to Help Underperforming Salespeople
There are a lot of people that are simply not good at sales. Perhaps they could be good under the right circumstances, but sales is often a sink-or-swim career. It really depends on what the salesperson is willing to do to achieve her goals just as much as the support she receives from her company....
Am I a Bad Sales Manager?
Nobody is perfect. You know this is true if you have ever had, or have been, a sales manager. We all make mistakes and I would believe that most of us want to do better overall. It is a wonder that there aren’t more self-help groups for managers in general; if there are any at...
Is the New Salesperson Going to Make It❓
Their resume looked great, they interviewed well and you can see that the new salesperson that was hired is going to be a great fit in the company. The courting was fun and the honeymoon is now over. So here comes the big question, is the new salesperson actually going to be successful. It is...
Becoming a Great Sales Manager
The sales team is one of the most difficult teams to manage in any organization, which is why many companies are now turning to a fractional sales manager to provide the necessary structure and expertise. There are way too many moving parts, and as a top sales training company, we know it is subject to...
What Do You Do With A Customer Who Is A Bully?
I don’t like jerks any more than you do, and still, they exist. Do they even know that they are jerks? Do they even care? Why are there so many of them? Why are some of them trying to be my customer? How do I go about handling difficult customers? To be clear, I am...
What To Do When Your Customer Is a Bully
I don’t like jerks any more than you do, and still, they exist. Do they even know that they are jerks? Do they even care? Why are there so many of them? Why are some of them trying to be my customer? How do I go about handling difficult customers? To be clear, I am...
Beware of the Comfort Zone
Are you comfortable? I’m not asking if you’re in your favorite chair right now, but are you following a routine that keeps you safe and happy? If so, good for you I suppose. If you have really found the key to your happiness and you have arrived at where you always wanted to be, then...