I love teaching emotional intelligence and consultative selling skills. … [More . . . .]
When Chief Sales Officers were interviewed and asked in 2011 what their … [More . . . .]
Selling value. What comes so easily to the top 6% and some of the top … [More . . . .]
In developing a sales process for a customer we were doing the normal stuff … [More . . . .]
You may have a drug problem. Many people today are hooked on a commonly … [More . . . .]
The average tenure of a sales manager today is less than two years – actually, if the manager was promoted from within, because they were the most successful salesperson on the team, the average duration comes down to eighteen months.(Source: Chally) These statistics are quite shocking, but not surprising. This role has become the least secure in most organizations today, yet remains one of the most pivotal.
We want to help, so this area of Top Sales World is dedicated solely to sales leaders – including Sales Managers, Vice-Presidents of Sales, Sales Coaches, Sales Directors and CEO’s – ultimately any individual who is committed to developing their sales people’s potential and results.
We have assembled a team comprising of the very best sales management coaches in the world who will be contributing daily to a number of essential resource areas from sales team development session formats to online profiling, sales articles and process tools to fundamental sales management skills ….
I love teaching emotional intelligence and consultative selling skills. Development of both skills make a real difference in hard sales results. However, there is another selling skill to deploy in order to win business and that is good ‘ole fashioned creativity. We all know and complain that we live in an information loaded, busy world, [...]...more
This Week’s Sales Team Development
Eighty percent of success is showing up. - Woody Allen Woody Allen’s advice is pretty sound for salespeople as well, assuming you show up prepared. We acknowledge that sometimes you do just show up (or—hallelujah—a prospect calls you out of the blue) and you haven’t done any preparation for the sales call. It’s reasonable to suggest [...]...more
This Week’s How to Guide
You don’t have to know how electricity works in order to use it. You just have to know how to turn on or off whatever devices you want to use the runs on electricity. You don’t have to know how an automobile works in order to drive a car either. You don’t really need to [...]...more
This Week’s Leadership Skills
The way in which you behave as a manager and the approach you take will have a marked effect on your ultimate success or failure. Having a range of approaches and styles of behavior gives you more flexibility. It increases your options – and your chances of success. Natural Styles Most managers have a natural [...]...more