Conflict Resolution

Conflict Resolution

A Cautionary Tale Originally posted on LinkedIn October 23, 2023 Yesterday, I received a call from an owner who doesn’t usually call outside her weekly coaching session, so I picked up immediately. She related a story about two employees having a verbal...

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Productive At-Bats

Productive At-Bats

Originally published on LinkedIn on September 15, 2020 I come from a long line of baseball fans. We aren’t just your average hot dog-eating, beer-drinking variety of fans either. We care about the history, the strategy, the statistics, and the nuances.  We’ve lost...

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Old Dog, New Tricks

Old Dog, New Tricks

Set goals for your sales rep or reps for 2024. The goals should represent an increase over 2023. Your rep or reps are supposed to sell. Simply maintaining existing accounts is only half of their job.

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Selling on Price

Selling on Price

Selling value means reps have to do research. They need to understand the challenges their customers face and the opportunities available to them. They need to understand business – how their customers make money, where they can improve employee productivity and how they increase profitability.

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Younger Reps Not Making the Cut? It’s Time to Change the Ending of the Story

Younger Reps Not Making the Cut? It’s Time to Change the Ending of the Story

All of the research points to one conclusion – sales training and coaching are essential for your sales reps and the health of your business. By properly investing in training and coaching, businesses can hire top talent and help them succeed. Small business owners don’t have the time to develop a training and coaching program to deliver specific sales results. Half-hearted training results in sellers who don’t use a defined process, don’t know how to differentiate their company, don’t know how to self-correct when things aren’t working, and don’t deliver the sales results their companies need.

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Questions on AI and Sales Compensation Plans

Questions on AI and Sales Compensation Plans

The most significant impact on sales productivity from these tools will be generating prospecting emails and LinkedIn posts. Most of the reps I coach struggle with writing. Some have trouble thinking about what they want to say; some can’t write coherent sentences using correct grammar; some type in all caps – it’s a myriad of problems. AI tools will make it easier for reps to write, and that will help them prospect using email and LinkedIn. 

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Hiring Sales Reps

Hiring Sales Reps

Hiring sales reps can be a challenging process. Your company needs reps who can sell in today’s environment and represent your company well in the marketplace. Industry experience is great, but finding sales reps who are passionate, willing to learn, and a good fit for your company culture is more important. 

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Happiness

Happiness

Has the disruption since the pandemic started in 2020 caused you to lose a spark? Are you finding it more difficult to take on the serious challenges in your business and easier to keep on doing the same old things? Are you engaged in developing your own business and its culture or are you just focused on getting to the end of another day?

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Qualifying Opportunities

Qualifying Opportunities

It's more challenging to sell today than it once was, and a lot of reps claim it isn’t fun anymore. But those reps haven’t evolved; they haven’t continued to improve their skills or sales process. For the reps who have evolved, they are still selling and having fun doing it.

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Shooting Yourself in the Foot

Shooting Yourself in the Foot

I previously posted an article about how to tap into what motivates each sales rep on your team. In this article I’m going to talk about things that owners do, often unintentionally, that de-motivate their sellers. When I graduated from college, I had planned to go...

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It’s Not Always the Money

It’s Not Always the Money

Everyone thinks that sales reps are motivated by money but while some are, many are not. In my work in the printing industry, I often find reps who say they are motivated by money but won’t invest more time in selling or learning to facilitate earning more. If all...

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Need more information?

Drop me a line or give me a call at 804.281.4302