5 Basic Sales Coaching Questions

Three Approaches to Handling Price Objections

I think every sales person will agree when I say that price objections are like speeding tickets…it’s difficult to talk your way out of them and disappointing to part with the money they cost you.

Summary of “You Can't Hire Great Sales People”

I just finished listening to "You Can't Hire Great Sales People - So Stop Looking For Them", an episode in The Sale Management Minute series By Lee B. Salz. Lee talks about the difference between hiring the "great sales person" and hiring a sales person with the "potential to be great.” What’s the difference?...hiring a “great sales person” will more..

Why Demanding Performance Doesn't Work

Whether it was your first job, your current job or somewhere in between, we’ve all worked with the demanding manager at some point in our lives. The demanding manager approaches employee leadership with a do-it-because-I-said-so mindset. If your parents were anything like mine, then seeing that phrase just sent you on a flashback to your childhood. As a..

Training Reinforcement

Every year many companies invest a great deal of time and resources on employee training programs with the expectation that employees will return from training as top selling sales reps, but this is unlikely given that employees will only retain a portion of what they have learned just weeks later. Research continues to emphasize the ineffectiveness of traditional training..

The 5 Types of Coaching

In an ideal world every manager would have the time, focus and energy to coach every one of his or her employees as often as needed. Unfortunately there are many other things like proposals, presentations, budget planning, RFP, sales reporting, hiring, firing, employee training, etc. that can steal your time, attention away from employee coaching. However coaching is not..

 Brewers Spring Training

Yesterday kicked off the Brewers 15th season of spring training in the Cactus League at Maryvale ballpark. The Brewers opener against The San Francisco Giants ended as a sister kisser. But, like any fan will tell you, early spring games aren’t about the results, they’re about getting the players out on the field, getting back into shape, seeing the ball well, hitting the..

Tips for Efficient and Effective Thank You’s

It is easy to underestimate the distance a “Thank You” can take you, especially in the business world. While juggling many client relationships at once, it becomes easy to overlook crucial transactions that deserve taking the time to show your appreciation. The art of saying "thank you" does need to be an overwhelming, time-consuming task. The tips..