Colleen’s Blog

This is an interview supporting the book launch of Millennials Matter. Q: Thanks for joining us today, Danita. Give us a quick overview what you’re seeing and hearing about the importance of millennial salespeople in our companies.

Is your business experiencing wild swings in revenue? This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues. What?! Let me explain.

Generating leads is great, but if none of those people are actually going to end up working with you, or do but turn out to be an entirely wrong fit for your business...what good is it doing?

Like many sellers, you’re wrapping up your fiscal year soon, so it’s time to close-out your year strong. Now, more than ever, it’s time to get real about your sales: knowing what you can realistically close now, as well as what to target in the coming year. Why? Because too often, we engage in avoidance behavior: putting-off problems until later, when they need to be tackled now. That’s at the root of a lot of mistakes I see in the marketplace today, and is a key hindrance to sales acceleration. Stop kicking that can down the road. You need to plan and execute each of these steps to get real in 2018:

Firing people is never pleasant. Regardless of your personal relationship with an individual, in a business environment, if a seller is doing more damage than good, it's time to think about their role on your team.

This year has been the year of international travel for me. As I write this I'm on my last overseas trip for the year, kicking off a new project in France. As a sales expert, I watch interactions everywhere, and it's fascinating to see how different cultures interact personally and professionally. Here are some interesting observations: