Is Your Salesforce Overpaid?

Is Your Salesforce Overpaid?

As a salesforce training and sales management consulting firm, we’re often asked, “How much should I be paying my salesforce?” That’s a question that we think most sales managers and business owners would like answered. So this blog will try to shed some light on the issue. The average salesperson, on the other hand, will…

What’s Your Selling Style?

Why is it important to know what type of salesperson you are? Simply this. Anytime you have to operate outside your primary selling style, you become uncomfortable and less efficient. If you sell outside your primary selling style on a continuous basis, you are in danger of becoming unsuccessful. Once you know your style, you’re…

The Changing Face of Sales

The winds of change are impacting the sales profession. These changes are being brought about, for the most part, by the changes that are occurring in the buying arena. Unlike selling which is a full-contact sport, buying has moved to being a non-contact sport for many things. The web and other media have replaced the…

Stop Watering Dead Plants

There is absolutely no doubt that persistence is a key element for sales success. But where does persistence stop and being a pest begin, and when is being persistent just plain dumb? This is not a problem for most salespeople because, as a general rule, they give up far too soon in the selling process.…

The New Hire — How to set up Sales Training

Too many companies still insist on pumping their new hires full of product knowledge, without any real sales training, and then dumping them on unsuspecting prospects, fully expecting the new salesperson to sell up a storm. These “talking catalogues” start running around “telling” instead of “selling” and the expected storm decays to a light drizzle. The…