Salespeople

A famous selling rule set out half a century ago by David Sandler, the founder of our company, goes like this: Don’t spill your candy in the lobby.

Without trust, effective sales coaching is impossible, and without a good coaching contract, trust between salesperson and coach is virtually impossible.

In this episode, Tiffany Koettel and I discuss the movie "Tommy Boy" and how the characters in the movie provide some great lessons on sales and coaching.

Most sales leaders believe that building a great sales culture means something like instituting a new policy or creating a fun place to work...but in reality, it means creating a place where salespeople can GROW.

Attracting and keeping good salespeople is at the top of every sales manager’s list of priorities. The better we are at inspiring and holding on to great salespeople, the happier, the more engaged, and the more successful they will be.

Over the years, we’ve worked with a lot of fantastic and skilled salespeople who really work at their craft.

Thanks to the global pandemic, salespeople across the country and around the world are now coming to terms with a sobering reality.

Trials and demos can be an important part of your sales cycle, especially in the enterprise space. Another term for a trial or demo, is the “Monkey’s Paw,” which is a small version of your larger service or a consulting project. A successful Monkey’s Paw has three components, which are similar to a successful trial.

As a sales leader, you will ultimately be judged on your ability to hire and retain people who are both willing and able to do the job of selling. All too often, we fall prey to the “great interview” syndrome.

Too often sales leaders don't look for new employees until there's a position available...which means it's pretty likely they're hiring based on their emotions...

Need some motivation? Look no further than this group of TED Talks, from experts in a variety of fields. From the aid worker who battled hippos (and lost) to the analyst who discovered the power of drawing toast (and how those drawings revealed simple solutions to complex problems),” this roundup of TED Talks is ideal for motivating yourself or your sales team.

Check out 4 top reasons why salespeople struggle to close.

Take a look at some of our client's biggest success stories from 2016.

All good things must come to an end, especially in the world of sales and staffing. Whether all-star performers are leaving for retirement reasons or new opportunities on the horizon, the thought of finding someone who will deliver the same results and fit in the culture can seem daunting. Rest assured though, it's not impossible. With some planning and putting a few processes in place, you'll be well positioned to celebrate the departing team members and welcome the new ones.