How To Fire A Salesperson
I don’t enjoy writing on this topic any more than you enjoy reading about it because the thought of anyone losing their job for any reason upsets my stomach. It …
Business Analysis
Creating Performance Improvement Plans For Salespeople
Let’s assume that, in some way, every person desires to feel like they are successful. Most reasonable people do not pursue and accept jobs if they didn’t feel like …
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Hiring A New Salesperson? Try Before You Buy
Recruiting, interviewing, and selecting a new salesperson is a very tiring and stressful responsibility. There is a lot riding on this position and if you don’t get it right, you …
Identifying Good, and Not So Good Customers Using The Challenge Chart
Did you ever wonder why solving one problem for one customer while solving the same problem for a different customer can be a completely different experience? For example, one customer …
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Selling To The 5 Types of Challenging Customers
Did you ever have that one customer? You know the one that I mean. When their name appears you know that it’s going to take a little extra time, …
Addressing The 4 ‘Misses’ Of The Customer Experience
The customer experience is as crucial to the identity of your company as is your brand. It is how we make customers feel in every way they interact with our …
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Power Up Your Sales Culture in 30 Minutes
What’s the difference between managing a sales team and managing a sales culture? A sales team starts with managing a process and a sales culture starts with managing yourself. Which …
CHOPPED For Change: A Sales Culture Makeover
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 …
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 …
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 …