Colleen’s Blog

I talk often about a new performance-management culture taking hold in today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve too. Your sales manager’s number-one job now is to teach and refine the skills of sellers to help them hit their peak and stay there. So, what’s the best way to make that happen: by simply turning your existing top sellers into leaders? Not so fast! 

Always be prospecting. Why do I say that? I can tell you that in 25 years of selling, I have never met a sales problem that can’t be solved without good prospecting skills.