I've written extensively about how salespeople score in 21 Sales Core Competencies. Typically, both the articles and data are shared in the context of … [Read more...] about Data Shows 1st Year Sales Improvement of 51% in this Competency
How to Achieve Short-Term Explosive Growth from your Sales Team
Explosive Growth. Positive Momentum. Better Morale. Greater Confidence. Improved Capabilities. … [Read more...] about How to Achieve Short-Term Explosive Growth from your Sales Team
How the Cheesecake Factory Menu Can Make You a Better Closer
Have you ever visited a Cheesecake Factory? I LOVE the menu - they offer EVERYTHING. The downside is that because there are so many items … [Read more...] about How the Cheesecake Factory Menu Can Make You a Better Closer
Finally! Science Reveals the Actual Impact of Sales Coaching
You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople … [Read more...] about Finally! Science Reveals the Actual Impact of Sales Coaching
Do the Best Sales Managers Have the Best Salespeople?
We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when … [Read more...] about Do the Best Sales Managers Have the Best Salespeople?
New Data Shows That Elite Salespeople are 700% Less Likely to Do This
How effective are salespeople when it comes to creating urgency? I'm not talking about salespeople who create urgency by telling their prospects … [Read more...] about New Data Shows That Elite Salespeople are 700% Less Likely to Do This
