A Word to the Wise

If you’re reading this article, you probably don’t need to. Confused? Good, I got your attention. The sales people I’m really directing this article to are those who probably got into selling by accident and don’t take it all that seriously. You know the ones. They’re glib, they’re good, and they treat selling like a…

The Sport of Selling

Actually, selling is not a sport but there are a lot of similarities between selling and some sports. Let’s explore some of those similarities and what you can learn from sports to improve your sales performance. By sports I’m referring to such sports as baseball, hockey, football, tennis, soccer, and other sports involving some skill…

Truth and Consequences for non-performing Salespeople

If there are few consequences for non-performance, it affects sales effectiveness. Training Sub-Performers When we, as sales managers, allow substandard performance we, in effect, encourage substandard performance. When we don’t hold our people accountable, in essence we train them to believe that not achieving sales targets and personal goals is okay. Can’t happen to me, you say?…