Back to School: Reviewing your sales team’s skill set
By now, I’m guessing that your kids are in their classrooms (“Yay!”), the older ones have returned to campus and the digits on your credit cards are ground down to the
Great questions … (and when to ask them)
In working with thousands of sales professionals in hundreds of organizations through the years, our message to each of them has been simple, “You’re a consultant, so behave like one.”
Where did the time go?
New Year’s Day … Martin Luther King Jr. Day … Valentine’s Day … Super Bowl … President’s Day … St. Patrick’s Day … Passover … Easter … Kentucky Derby …
Habits of salespeople who thrive during times of economic uncertainty
Are we in the midst of – or are about to enter – a period of economic uncertainty? Who knows? But some high-achieving salespeople don’t just survive hard times –
5 metrics to include in your goal-setting playbook for the new year
The first month of the year is a classic time for business owners, and sales professionals, to identify and focus on their most important personal, and professional, goals. We’ve noticed,
How to finish the year strong
The holiday season is already upon us and you might be wondering: “Where did 2022 go?” Maybe you and your company had a great year, blowing through your billing projections
The importance of pre-qualification
If you’re in sales, sales management or business development, here’s a reality check for you: Are you counting on closing a deal or projecting income from an opportunity that isn’t
It’s time for CEOs to rethink the role of human resources
By Christine Hairelson, vice president, employee experience at Accusoft/OnTask COVID was a massive stress test, and gut check, for every organization regardless of size, scope or industry. All departments were
Timeless selling principles (and how to apply them)
If you’ve been keeping up with this column, you may have noticed a theme: the fact that it’s never a bad idea to “get back to the basics” and constantly
Six effective ways to motivate your sales team during the ‘dog days’
Welcome to the dog days of summer—that time when the temperature and humidity are still unbearable, families are trying to squeeze in the last days of summer vacation before going
Use KARE when growing your business
Whether you are a sales leader responsible for an entire team’s performance or a single salesperson looking to hit your income target, you are well on your way to implementing
How to keep your sales organization focused
During this time, when many of us are directly or indirectly dealing with issues related to the global COVID-19 pandemic or, perhaps, financial pressures on the personal and organizational levels,