Salespeople like stories, yes? Here is a fun little parable about the 3 fruit pickers, and it goes something like this. There once was an orchard filled with beautiful ripe fruits. Apples, pears, peaches, cherries and nectarines. Anyone was welcome to come and pick as much as they liked from this orchard, so a manager...
Category: Sales Management
A Cure For Sales Report Headaches
Sales reports. Do you feel a headache coming on? Do you feel fatigued? Sudden loss of appetite? Shortness of breath, and so forth? That seems to happen to everyone from salespeople, managers, CFOs and owners. Like so many other reports, it is difficult to read and you may or may not like what the report...
I Heard A Rumor About You 📢
Your sales team sure is a talkative bunch; especially when you’re not around. The role of a sales manager is one of the most difficult ones in the organization. You must hold an alliance with your sales team and upper management even when they are at odds with each other. The bottom line is that...
Does Success Sabotage Your Pipeline?
Managing and maintaining your sales pipeline is difficult. Trying to keep fresh opportunities to work on while servicing existing customers is more than a full time job. And yet, that is what is expected of us as salespeople. If we had our druthers, we would have a healthy book of business with happy customers that...
The 5 KPIs You Should Be Watching For Sales
There is a quote I really love when it comes to sales management, “You don’t get what you expect, you get what you inspect” from Louis V. Gerstner Jr. In fact, it has several applications across business, but let’s just stick with sales for now. Everyone wants a crystal ball to forecast sales, but it...
Are Your Customers Cheating On You?
Have you ever met up with one of your customers only to find them holding the pen of one of your competitors? BUSTED! They were cheating on you and you feel your eyes turning red. “But wait,” the customer says, “I can explain.” Okay, perhaps it didn’t go down like a lovers quarrel, but for...
5 Ways to Fix Your Leaky Pipeline
A salesperson without a pipeline is like a farmer without seeds; that said, he’s not much of a farmer. Most salespeople understand the need for a healthy and robust pipeline of leads and opportunities so that they can hit their sales goal and earn a good living. Without it, you are stuck hoping for a...
5 Tips To Keep Your Sale Moving Forward
We all had a sale that got stuck somewhere along the way. We thought everything was going great because the customer was responding so positively to everything. In fact, you felt like they were almost ready to sign, but they held back at the last minute for whatever reason and left the conversation promising to...
5 Tips To Overcome Your Fear Of Selling
Sales are scary. That’s a fact that both new and old salespeople alike have to deal with everyday. It’s scary because of the risks we associate with selling and most, if not all, are fear based. Afraid of being rejected personally. Afraid of humiliation. Afraid of making a mistake. Afraid of not making a goal....
Is a Difficult Salesperson Holding You Hostage?🔫
Some people just have to make any and everything difficult. They refused to be managed, coached, or listen to anything that is contrary to what they believe and what they will or will not do. This is especially worse when it is a salesperson who brings in good numbers. Ain’t nobody gonna tell him what...