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Of all the challenges your sales team face, none is more significant than handling sales objections from customers. In order to learn how to overcome doubts and instil confidence, your team should first understand the two main types of objections…
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Laurence J. Peter, management theorist and father of the “Peter Principle” once wrote, “If you don't know where you are going, you will probably end up somewhere else.”2 Businesses cannot achieve success if they do not define what success looks…
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No sales rep can ever hope to be successful when motivation is lacking, and when a rep slows down, disengages or approaches quotas with indifference, sales managers have to act fast. Even a small dip in motivation can lead to…
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All Sales Managers know that recruiting for a sales superstar is akin to hunting a white whale. In truth, it’s far easier to transform an average salesperson into a superstar than it is to spend your time hunting for a…
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Everyone knows the old saying, “The way to a man’s heart is through his stomach.” In sales, we often think that the way to a rep’s heart is the money, but often, it’s ego. People are drawn to sales for…
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Defining sales team success can be tricky, because “success” looks different to everyone. Traditionally, success can be defined as consistently exceeding goals, but there are subtle nuances that managers must be able to determine and differentiate between individual and team…
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Buyers in the digital age are better informed and more aware of their options than they've ever been. Modern salespeople have to answer difficult questions and ease legitimate concerns from well-informed customers throughout the sales process. Handling sales objections requires…
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Sales leaders often spend considerable time and effort crafting methods to better evaluate the performance of their sales teams — but they often overlook the importance of timing those evaluations. The content or methodology of periodic performance reviews can be…
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Salespeople are sometimes called great storytellers, but the problem with storytelling is it often conveys a rehearsed message. Too many storytellers don’t take enough time to find out what the customer really needs. The best sales techniques are less about…
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Everyone in sales knows employee performance reviews are essential for building a successful sales team. In such a highly competitive field, the need to share knowledge, monitor market trends and anticipate consumer behaviour is never ending. Not everyone, however, knows…
