Colleen’s Blog

Selling has changed. Markets have changed. Buyers have changed. Therefore, advice to sellers must change. Sadly, too many training programs have been slow to adapt, and are still teaching skills from "days of yore." Here are the top 5 unprofitable skills that are still floating around:

Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately.

I get called in a lot when organizations are struggling to hit their sales targets. Generally, the first thing I'll do is look at their pipeline. Why?

Financial compensation doesn't have to be the only approach to commission. There's another, perhaps more valuable approach which can further motivate your sales team to produce results.

There is absolutely a difference between how top sellers interact with people, compared to how mediocre or poor sellers interact with people.

I have a challenge for you, ditch your powerpoint. Do this for the next week, or even the next month. Wondering why?

I have a question for you. Do you really know where your revenue comes from? Most businesses can probably answer that question pretty quickly. It's obvious, right? Not so fast.

Stop hanging on to poor sales performers! It's becoming increasingly apparent to me that sales leaders hesitate far too much when it comes to getting rid of their dead weight. In fact, this is a common element I come across in many dysfunctional sales teams I observe. Wondering if, perhaps, this is something you might be guilty of yourself?

Slow markets don't have to mean slow sales.

If you follow my work, you may be familiar with my belief that the most critical part of the sales process is between getting someone to say yes and when that order actually comes in. The shorter you can make this time period, the less likely you are to lose the sale.