Pennsylvania business leaders evaluating sales coaching investments face a critical question: does the time and money required for professional coaching generate returns that justify the expense? The answer, supported by extensive research and real-world results, demonstrates that working with a top sales training company delivers among the highest ROI of any business development investment. By...
Tag: B2B Sales Training
Sales Coaching Delivers 28% Higher Win Rates While 73% of Managers Spend Less Than 5% of Time Coaching
Pennsylvania’s construction, insurance, and manufacturing sectors face a performance crisis hiding in plain sight: while companies that work with a top sales training company see win rates increase by up to 28 percent, 73 percent of sales managers spend less than 5 percent of their time actually coaching their teams. This massive coaching gap costs...
Choosing the Right Rewards: How to Decide on Incentives That Will Motivate Your Sales Team
Have you ever implemented an incentive program only to find it didn’t quite motivate your sales team as you hoped? We’ve all been there. Sales incentive programs are a powerful tool to boost performance, but choosing the right rewards can be tricky. Imagine this: you’ve decided to revamp your incentive program to drive better results,...
Everything you Sell Improves Someone’s Life and/or Business
Everything you sell improves someone’s life and/or business. Every salesperson should recite this each morning the same way that school children recite the pledge of allegiance. What you have is valuable to someone and you know this because you already have customers. Don’t believe me? Here’s your proof: If what you sold didn’t make something...
Making A First Impression In Sales
Making the first move to introduce yourself to a stranger is an intimidating thought to most people. However, if you are in sales and part of your job is prospecting for new business, this is a serious anxiety that you need to confront. There are all sorts of reasons why we struggle to extend our...
The 3 Critical Discovery Questions
Discovery questions develop customers and their needs. That is a well established fact in sales. Yet somehow salespeople struggle to execute this properly. Why? In some cases they like to shortcut this part of the process and jump right into presentation mode. Perhaps engaging customers on that level feels a little uncomfortable. Quite often it...
Price: The Deadliest Sales Objection
Nothing sucks the air out of a sales conversation quite like a price objection. When it comes time to talk about price, the situation suddenly gets real for both the buyer and seller because everything is on the line including value, expectations, commitment and certainly emotions. Handling price objections is a critical skill because price...
R.E.A.C.H. For The Solution, Pivot For The Progress
If you asked any sales manager what the top three stages of a sales process that most salespeople struggle with you would hear prospecting, discovery and closing the deal. Although all three of these are crucial in the sales process, one is absolutely essential closing the deal. Why is this so challenging? Because this is...
Controlling The Experience
Customer experience is a strange thing. No matter what, it always exists for every company and every customer in every situation at Scorecard Sales. Why is that? Because customer experience is based entirely on feeling; the way your customers feel each time your company and brand become a part of their world. This is the...
The 5 Gifts Your Salespeople Want For Christmas
Christmas is an exciting time of year for everyone at Scorecard Sales. Right about now, your salespeople are busy trying to get in front of customers to deliver those Christmas ‘Thank You’ cookies while spreading good cheer.🍪 They have a stack of 200 Holiday cards that they have to sign, address and mail over the...