Want to hear your sales team groan? Tell them that it’s time to do sales role-plays. It’s the activity that sales professionals love to hate because they always seem to feel awkward and uncomfortable. Role playing is dreaded and awkward because it is a cross between public speaking and acting, the soft skills that people […]

The start of a new year and a fresh set of goals means the pressure is on. How well your sales team performs against these goals is in your hands. Your confidence for the coming months hinges on last year’s results – if it was a down year, it is time for a change; chances […]

Many salespeople struggle to find the right words to say and the right way to say them – whether that is to prospects, to their bosses about their work, or in social content if they do that. But that isn’t really the problem. The truth is, sales reps who are struggling to find the right […]

As a sales rep, even if you receive the greatest sales coaching ever from the best coach, it could still lead to failure. That’s because there is one quality that coaching plans cannot control: the coachability of the salesperson. It is for this reason that Richard Harris states that sales coaching starts at the hiring […]

It’s that time of year. Everyone is scrambling to make sure their holiday shopping is done, and after scouring for gifts for family and friends, you likely have little energy left to even think about client gifts. Truth is, it is easy to skimp on customer gifts during the holidays. Too many people treat it […]

It seems like there are a million blog posts and sales gurus promoting their version of the best sales kickoff meeting. The one theme they are lacking? Suggestions that sales managers should have empathy and care for their sales team. Of course everyone thinks they know what makes a good sales kickoff, because everyone has […]

Sales reps spend an average of 25 hours a month, 15% of their total selling time, leaving voicemails. With pickup rates hovering around 13%, the majority of sales calls go to voicemail, and sales best practices suggest that salespeople should always leave voicemails. Regardless if sales reps are calling leads, prospects or customers, these messages […]

The sales slump is a dangerous place to be. It can happen to everyone, from a first-time sales rep all the way to a veteran enterprise salesperson. It is especially worrisome when the team’s top performer falls into a slump. It can affect whether the entire team meets goal, and damage the morale of the […]

One of the oldest principles of sales is the more time you spend selling, the more revenue you will generate. Unfortunately, as a sales rep, you can’t always focus purely on your sales efforts. Today, reps must juggle responsibilities, carry heavier workloads, and manage multiple sales channels including the phone, email, social, and even in-person […]

It’s time to replace your next team meeting with a customer appreciation workshop Customer appreciation is taken seriously at every company, yet is still probably underinvested at every company. If you spot a gap in your team’s customer engagement and appreciation, it is time to do something drastic. The value of increased engagement and customer […]

Athletes are known for the pre-game rituals they use to prepare themselves for each game. These activities equip them to perform their best and (hopefully) win the game. Sales is no different. It’s important to prepare and be at the top of your game each day to ensure peak productivity. Your morning routine acts as […]

As Thanksgiving approaches, it’s natural to personally count your blessings. But what about professionally? For example, your sales team — Have you shown them gratitude lately for what they do? Like the proverb, “You can catch more flies with honey than with vinegar”, research by Glassdoor indicates that employee appreciation translates to better retention rates, […]