Open Sesame...6 Ways to Get Prospects to Open Doors

Typically when you mention the word “prospecting” to a sales rep, they cringe. People will easily admit that networking events are their least favorite activity, however the successful reps have found that networking is critical to their success. Having reps put together a prospecting plan will keep a constant flow of business coming in the..

The 4 A's of Employee Coaching

How to leverage the 4 A's of coaching to build better employee Performance:

• Attitude - do you as a coach possess the proper attitude toward coaching? Before you answer, do you look at employees when they make mistakes with anger or frustration, or do you look at it consistently as an opportunity to build a better employee?

• Actions - When coaching, are you..

5 'Big Picture' Coaching Tips

1. Business coaching is a process NOT a destination.  Don’t get hung up if you don’t see the progress your looking for right away, keep trying.

2. Only target 1 - 2 performance areas at a time.  More than that is just too much for someone to handle and be successful with.

3. Coaching is about being proactive, while management is about being reactive. Keep any eye out for..

C.H.A.N.G.E.

Change is a hard word to muster for most people. We don’t like it, and we don’t want it. However, it is necessary. If companies never changed, people would not be provided with a better service or a safer product. Businesses recognize that change is necessary, and that does not necessarily just apply to the product or service that they sell. Employees also need to experience change...

The Tell-Tail Signs Your Training Is A Success

Training: intended for use during an introductory, learning, or transitional period. Training is a tool that is typically associated with improvement, and it has a variety of uses in the business world. Companies use it to make sure their employees know the features, advantages and benefits of the product they are selling. They can employ sales..

Take A Walk In Your Customer's Shoes

Okay, I hope I have your attention with this weird title but selling still needs to get to the basics. Recently I encountered a really interesting interaction with a client's sales person. I asked the rep "Why do you feel you lost the deal?". He started to tell his product was perfect for the client and he seemed almost at a loss to why. I asked him a great..

The (Not So Secret) Formula to Successful Sales Coaching

How To Deal With Bad Apples

Bad Attitudes can hinder a business but with coaching they can be solved. Bad attitudes can tear co-workers apart, can decrease productivity through out the office, and make co-workers unwilling to work together.

Now You're Speaking My Language...How to Be Well Received

We talk often about coaching employees, and constantly helping to develop them into superstar top performers. However as we have all experienced one time or another, sometimes it’s not what you say, but how you say it. If not done in a friendly and open way employees or anyone for that matter could become defensive and closed off. This..