We hear this a lot…”My sales staff hates to role-play,” quite frankly I don’t blame them. Typical role-playing forces most people out of their comfort zone and into an awkward, nerve-racking situation. Think about what role-playing really is…asking an employee to act out how he or she will respond in a staged scenario that challenges his/her knowledge and performance,..
Increasing sales seems to be such a simple concept, yet so many organizations have a hard time tackling it. Managers don't have the time to micromanage and reps frequently lack the time management and motivation to get the organizational objectives accomplished. There are some very basic ways that you can impact the bottom line on an everyday basis.
Trade shows can be a very successful lead generation tool, often though they are not as successful as they could be because companies don't prepare enough. There are three things every company should do in preparation for a successful trade show:
Dealing with criticism is rarely easy or pleasant. Some people are good at giving criticism, while others can be quite abrasive; some offer it in order to make you better (like your coach or manager), while others use it to put you down. No matter how you find yourself receiving criticism, it is important to accept all feedback with grace.
This video describes 5 basic coaching questions every sales manager can use to help progress his/her employees in the following areas: |
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.
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..