The Sales Leader

Cutting Edge Strategies for Sales Leaders by Colleen Francis

You Need to Do This, Every Day | Sales Tips

The very best habit I ever developed as a sales rep was this single habit:

Hosting Workshops? Environment Counts.

This month I spent a day working with a group of world-class data visualization architects. Who even knew there was such a profession! Nor that the best in the world were based in Toronto. Ironically, being Canadian, I have very little business in our nation’s business capital so it was doubly nice to be working with such a smart group so close to home.

The learning environment you choose for your events can either be attractive and inspiring, or depressing and repellant. An attractive environment puts everyone at ease, sparks conversation, and creativity. It’s simply more difficult to be closed minded and cranky in a gorgeous environment. Today’s meeting space at the Royal Canadian Yacht Club on Toronto Island was one of the top spaces I have worked in. Lots of natural light, a view of the lake, high-class furnishings, a building steeped in tradition, well-dressed attendees, and of course, away from their offices. The environment definitely made a difference in the culture of the workshop. While we can’t always have meetings at locations such as the RCYC, we can create the best environments for our attendees to learn and communicate.

I notice that the best workshop environments (gauged from participant engagement and implementation) include:

When a Pricing Objection Isn’t | Sales Tips

I have been spending a lot of time in workshops so far this year and the number one thing sales reps ask me is how you move beyond the pricing objection and here is what I’m discovering.

Wells Fargo: What Happens When You Set Targets Based on Rhyme Not Reason

I’m not ready to stop sharing the Wells Fargo fiasco and what it means for us as professional sellers. Today, we are hearing about sales targets.

The average American has 3 accounts at their bank. Wells Fargo decided to set 8 accounts per person as their target.

Why 8?

Are You Attending Dreamforce Sales Summit 2016?

Dreamforce Sales Summit is just a couple weeks away! Tickets for the event are sold out, but if you’re going to be attending, I encourage you to join me for my session. When you do, be sure to bring along the top thing hindering your sales, I’ll be happy to help you address it! See you on October 4th at 12:00PM in Yerba Buena Salon 9.

You can read the full agenda at

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