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CEOs Enjoy Eating Steak, But Don’t Want To Know A Cow Died In The Process
Not a week goes by when I don’t get a call from a CEO frustrated with their company’s sales. With very little prodding, the CEO will talk about how he or she feels that their company is not getting...
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The Necessity of an Equality Mindset
Hi, I’m Robert Terson, guest host of The Sales Management Minute. Someone recently asked me what the most important point was to becoming a master salesperson. In my opinion the most important point...
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The Tool No Top Salesperson Can Do Without
Salespeople search far and wide for every possible advantage. They want to succeed. They desire to earn more money. Yet, there is a tool that many of them ignore. Yes, ignore. They know this tool...
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Renew Your Client Contract – A Horrible Sales Strategy
When a salesperson is on the hunt for new clients, the sales manager coaches her to research, plan and strategize…setting a quest to create a solution leading to her winning the account. And, she...
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How Many Minutes Were Your Salespeople On The Phone? Meaningless or Meaningful?
Imagine you have two salespeople on your team. The first one makes 25 outbound calls in an hour. The other makes 35 calls in an hour? Who did a better job? Ahh… you say there isn’t enough information...
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New White House Legislation Helps Salespeople
After years of lobbying by salespeople, the White House has responded with new legislation to help salespeople sell more than they ever have before. Sales lobbyists had been pushing for legislation to...
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6 Reasons to Create A Salesperson Onboarding Program NOW
When it comes to launching a salesperson onboarding program development initiative, executives stop in their tracks as they see it as the dreaded 4-letter word… WORK! That’s the perception problem...
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The One-Word That FRIGHTENS Salespeople
As a sales manager, you have an obligation to your company to ensure that the sales strategy, process and compensation are aligned with the objectives of the business. It would be great if you could...
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3 Reasons Why Companies Fail to Hire Top Sales Talent
As executives create their strategic sales plans for the year, the conversation eventually turns to recruiting top sales talent to execute those plans. Yet, there are three reasons why companies fail...
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The Hunter Farmer Model – The Common Misperception
When executives consider implementing the Hunter Farmer sales model, they usually think of it as having two teams…one that pursues new business and one that services accounts. While they use the...
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Top Sales Candidates and Employers – The HUGE Disconnect!
When companies seek sales candidates, they don’t want average players. They want the rock stars. And, they primarily pursue those already employed elsewhere. What strategy do they use to attract these...
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Performance Appraisals – Yes, Salespeople Need Them Too!
“Salespeople don’t need performance appraisals. Quota attainment and their paycheck tell them how they did.” This is the common executive perspective on performance appraisals for salespeople....
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Why the 80/20 Rule When Coaching Salespeople Is FLAWED?
There is an ongoing debate of whether sales managers should invest their time with top performers or those salespeople who are struggling. It’s the old 80/20 discussion. There are strong cases to be...
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What Are The Best Sales Interview Questions?
Executives are searching high and low for ways to make better hires for their sales teams. They search the Internet, read books and ask colleagues for their best interview questions. They all come...
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Lead Generation Webinars – Opportunity Producer or Waste of Time?
A common business development strategy used today is lead generation webinars. The idea behind them is to attract mass audiences to virtual events and then have the salespeople pursue the registrant...
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Why No One Attends Your Live Lead Generation Webinars
There’s been a lot of noise about the falling participation rates in lead generation webinars. The inference is that these programs may not work for your business. Like most strategies, the success or...
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The Worst Way to Start a Sales Call
Most traditional sales training programs teach salespeople to begin sales calls by saying, “What I want (or would like) to do today is…” While that may sound pleasant, it makes an awful first...
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Without Sales Process, How Do You Onboard New Salespeople?
When executives learn the business case for effectively onboarding their salespeople, they are fired up! The dream of salespeople getting up to speed faster and experiencing sales performance levels...
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Stop FRUSTRATING Your New Salespeople!
Let’s play a little game. Put your left hand on your head. Jump up and down three times. Put your right hand on your nose. Spin around two times. Count to eight. How do you feel about your game...
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Have You Been Duped Into Being A Sales Rebound Employer?
Ah, the dating days of yesteryear… Those wonderful days of courting… While you may look back on those days fondly, you also recall the moments in time when you decided that the people you were dating...
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