Most Sales Managers Aren’t Willing to Do This | Sales Strategies

I'm currently working on a large project where I work closely with several sales managers. Unfortunately, I have been disappointed with their managerial qualities. This is because they don't practice coaching and exhibit leadership—skills that all of these sales managers are more than capable of displaying. However, instead, they make excuses, hang on to existing customers, and get engaged in customer service or delivery work—work that isn't their primary responsibility. As a result, their sales team suffers.

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3 Ways Discounting Sabotages Your Sales | Sales Strategies

I recently talked to a group of sales leaders. It was the last three days of their quarter and they told me, "Colleen, we have to admit: we are having a fire sale. We're doing everything we can right now, including deep discounts to push us over the end of the month because we are a bit behind and we want to finish the quarter on track."

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Don’t Let Your Team Give Up

Some sales reps give up too easily. That is, they'll reach out twice, perhaps three times to a prospect before throwing in the towel and moving on. 

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How to Shorten Your Sales Cycle | Sales Strategies

Today, I will be exploring how you can improve the metric of sales cycle length: how many days it takes to close a piece of business. If you can move that, for example, from 90 days to 80 days or 120 days to 90 days, you can dramatically improve your sales velocity.

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The Biggest Reason You Don’t Get the Sale | Sales Strategies

You can sometimes learn a lot from your dog. I have a relatively new puppy at home and there's one thing I noticed about her that all salespeople can learn from: you've got to ask for what you want. Indeed, the biggest reason salespeople don't get the sale is because they never ask for it.

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Shape Your Future Success with Sales Velocity | Sales Strategies

Sales velocity is incredibly important because it is the measure of revenue that you bring in per person each day. It's a great indication of the future success or the gap you are creating based on a variety of key measures.

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