Do you know what you look like when you are stressed? We think we do, but other people can see stress on us better than we can see it on ourselves. In fact, for salespeople, we are doing our best to hide our stress, but our body language gives us away. Our jaws stay clenched....
Author: Kassy Good
Begging for Change
Forgive me. I am a big believer in dad jokes and puns, and this topic makes it too easy. Begging for change is something you usually see on the streets and not in the office. Both literally and figuratively. Now, like most puns and dad jokes, neither situation is very funny when it comes to...
The Mood of the King is the Mood of the Kingdom
So, what kind of mood have you been in lately? Have you been a cheery cherry bouncing from one rainbow to the next ray of sunshine? Or have you been a grumpy lump riding around on the fussy bus? Moods come and go for most of us, but our attitude is the general predisposition that...
Being Better Doesn’t Always Win Sales
If you’re like me, you believe that you and your company are the best. Hey, I believe you. Good for you. We should all feel so proud about what we do and what we offer. Unfortunately, your competitors are saying the same thing about themselves. Yup, apparently they are the best too. Apparently, there is...
When Clients Go Silent – The Capitulation Method
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,...
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...