The Sales Leader

Cutting Edge Strategies for Sales Leaders by Colleen Francis

How to Get Results From Poor Performers

Desktop with bad statistic report on a modern digital tablet, some papers with charts and graphs and with a cup of coffee.

It’s frustrating.

When you see a sales rep struggling month after month, and missing target after target, it’s enough to make any sales leader uneasy.

The problem is most leaders handle poor performers the wrong way. There’s a tendency to have “tough conversations” or attempt to punish them into higher performance. Some leaders even give poor performers the “cold shoulder” and allow a rep’s professional performance to seep into their personal behavior towards them. These are all things that are extremely counterproductive and more often than not, contribute to more negativity and even worse performance.

Luckily, there are strategies you can put into place to help improve their results.  (more…)

The Fastest Way to Frustrate a Prospect | Sales Tips

Are your “standard procedures” disconnecting and disengaging your customers?

Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

Using Criticism to Increase Sales

NewBlogSeptember4thYou’ve probably had to deal with professional criticism at some point (or often) in your sales career.

In such a fast-paced, high-pressure profession that is continuously focused on results, we are often subject to our fair share of criticism from colleagues, managers, clients, and prospects.

If you want to be successful in sales, you must learn to take criticism and use it to your advantage. ← Click To Tweet

It’s easy to get wrapped up in your faults when others are pointing them out to you. But, there are steps you can take to efficiently move past the negativity and actually create success through the criticism that you receive. (more…)

Million Dollar Maverick for Speakers


It was a pleasure to again talk to and gain Alan Weiss’s valuable insights. Million Dollar Maverick is out now, and Alan is talking all about being a Maverick in the speaking industry. Tune in to his eye-opening ideas and thoughts!

Airport Improvements – GTAA

the scene of airport building in shanghai china

I travel for a living (it seems) and for the last two years I have been avoiding the US Connections area at Pearson airport like the plague. Why? To sum it up quickly, it’s been a mess! Small cramped facilities, confusing steps that were not well communicated, multiple procedures that triplicated tasks, insufficient capacity for Global Entry, and machines that were constantly broken or out of order.

Plus, mixing connecting and non connecting passengers meant the passenger loads were too high to process everyone in time to make flights. My last fight was delayed an hour simply because the system could not get everyone through security and customs on time. Not cool.

Today, that all changed.

The new procedures show excellent promise: (more…)

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