I often laugh when I hear people say they could never do sales. When I ask why, they state all that rejection and hearing the word "no". It hit me, that's why so many people actually fail at sales because they hear the word "no" so often. The sad fact is they should never hear that word if they follow a simple to use sales formula. 1. Ask (open-ended questions, these usually start with "what" or..

As the new year begins and we take off with a fresh start, many people are sharing the top to-do items to making 2010 a successful year.  We would like to share with you a great article from the Selling Power blog, a list of 15 things every sales person and 15 things every sales manager SHOULD NOT do. 

Read a great article on the Sales Training Drivers website, discussing the mystery of sales quotas.  (I encourage you to take a look using the link above.) It discusses some common myths and flaws of the traditional sales quota system, including how they are set, and the accuracy of using them to measure competency of employees.

We often spend a lot of time discussing the how to's of sales coaching and training reinforcement.  Today I want to share some interesting facts and statistics that support our belief in the power coaching and training reinforcement have on the development of employees.

I spend a lot of time reading other business, sales, and training blogs, and I ran across one today, written by Will Fultz, that really got me thinking.  His post, "Should I trust my Sales Manager's Advice," caught my attention, as we are a consulting company that focuses a lot on coaching and employee development this question made me take a step a back.

A 2009 Sales Performance Optimization Survey done by CSO Insights reported that only 58.8% of sales people were meeting their quotas in 2009.If only half of your company’s sales force is hitting their numbers the important question becomes, how do we increase sales? The average number of phone calls and meetings has already increased significantly throughout recent years but even with this..

Check out this list of over 100 ways to improve your learning skills.  The better you learn, the more you'll learn.  This guide covers how to improve your memory, increase your concentration or motivation and much much more. 

We need it. Plain and simple, we need to build performance EVERY DAY in our business and in our people. To be successful, sales coaching must be a dedicated effort across all departments and management levels. There are so many fundamental reasons why organizations need to coach its amazing we do not have more organizations with formal coaching programs. Here is a brief list of reasons why..