Author: Kassy Good

Salespeople are always looking for the fastest path to gratification. We want to see the sales numbers jump quickly and often. There are few things worse for a salesperson than to spend a day making phone calls, sending estimates and following up with prospects only to have no one respond to you. You are doing...

Question: As a sales manager, how do I motivate my team in this context? If you are in charge of a sales team, then chances are you are going to be dealing with a lot of scared folks in the coming days. Their fear is certainly warranted, but it cannot be fed by you. Acknowledge how...

Question: How can salespeople best leverage this challenging business climate for my company? Aaron Answers: It’s a time of obstacle and a time of opportunity. Which will you choose to pursue? Will you decide to give up in fear and frustration or will you look for new sales opportunities? Will you choose to walk away or win?...

Question: How do I Keep My Focus During COVID-19? Aaron Answers: When times get tight as it will likely become, many of us salespeople will lose the heart and focus necessary to win the game. I find this notion quite sad, but it is human nature and some of you just can’t help it. But there...

Question: As a sales manager, should I cut my marketing and sales budget now? All marketing and salespeople should brace themselves. There will be cuts coming and your department is going under the microscope. Expense accounts will be tightened and the weakest among you may be searching for new opportunities. I don’t mean to scare any...

Question: My usual workday consists of in person client meetings, how do I conduct these when my client’s businesses are closed? It is very important to show respect to your clients during this time of uncertainty. They have bigger issues than they have ever faced before and need this time to frame their business strategy. If...

Salespeople are the face of every business. They are at the heart of new business growth and bear the burden of providing revenue for their company. Could you use some encouragement and advice? Could you use a roadmap and equipment to help you to navigate this uncharted territory? In this blog series, Scorecard Coach, Aaron...

Everyone looks forward to spring. We draw energy from time in the sunlight and spending time with nature. The vibrant colors and green buds promise the bounty of a generous harvest later in the season. The same is true for sales. We are energized by the prospect of new accounts, and imagine the fullness of our...

 Do You Need a Sales “Physical”? What’s your sales culture? Is it thriving and healthy or is it aching and sluggish? Are you trendy and modern with sophisticated technology? Is your sales management savvy and sharp or fuzzy and out of focus? Do you land somewhere in the middle? There are no wrong answers and each...

Whether you’re a sales manager leading a large team or a sales department of one, everyone needs some sales team help from time to time. Perhaps technology, CRM, and social media have superseded foundational sales processes such as phone calls and in-person meetings. Maybe you’ve on boarded several new sales people and need to streamline your...