Are You Ready to Pop "The Question"

Okay so closing a sale isn't quite on the same level as making a life-altering decision to bond your entire existence with another person for the rest of your life, but for some sales people it certainly feels that way. Closing a sale, much like a marriage proposal, should be nothing more than a natural step forward in the process of selling. However, when..

5 Time Management Tips

Recently, driving down the expressway I peered to my left to see a woman who in the middle of traffic was putting her lipstick on as if there just wasn't those last couple of minutes before walking out the door to do this. I thought to myself, "how often do you feel this way at work-that there just aren't enough hours in the day?" Time, and the lack of it from a management..

 How to Breakdown Performance to Build Success

Ask and You Shall Receive

“What do we hate most about salespeople?”…..they simply, never stop talking. How many salespeople have come into your office, sat down and proceeded to tell you every benefit about what they are selling, without ever knowing what you need. Typically, they don’t ask the questions, but rather tell you what they want you to know. So, the result is, a frustrated prospect..

C-Listers Are Way Underrated

It’s not uncommon for reps to avoid selling to the C level, even though they play a large role in the decision making process. Very simply, they are intimidated by their authority and frequently, feel as if they may say the wrong thing. However, no one will deny that the C level executive plays a large role in the decision making process, and there are a number of..

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...