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?…

Stop Selling on Price!

The price objection is the curse of every salesperson’s life and yet, as sales managers, we do little to help our people deal with it effectively. Despite what we seem to believe, unless you’re involved in transactional or commodity-type sales where price is the be-all and end-all, price is NOT the primary factor in the…

How To Create Value

The traditional role of the salesforce has been to communicate the value of the product or service they are is selling. This was a valuable service when the salesperson was the prospect’s primary source of information. Today, in the information age, the prospect is quite likely to know as much or more about what you’re…

Sales Calls to Avoid

Here are typical useless calls that too many salespeople make. (Typical prospect responses are in brackets and are usually intended to get rid of the salesperson.) 1.    The Post-Office Check-Up Call First the salesperson starts by checking on the post office: Hi, I’m just calling to see if you got the literature I sent. (“Yes…