Colleen’s Blog

There’s a menace in your sales territory today. It’s one that can drain your resources, rob you of your time, lay waste to your sales targets, and sink the morale of your entire sales team…effortlessly.

After months of global pandemic responses, including economic shutdowns, everyone has been thrown off balance. The hurt will be here for a while, and as I’ve pointed out in a recent article, resiliency is what you must summon now—not later—to position yourself for the coming recovery.

I had numerous conversations with sellers over the past weeks who were worried about being laid off, fired, the business shutting down, or the consolidation of departments. In particular, they asked me what they could do to keep their job.

Over the last 12 to 16 months, I have been working with clients to help them implement a new sales methodology. And I'm telling you we have come up with a magic formula for implementation accountability and producing great results. This entails a bi-weekly 30-minute sales meeting that’s focused on one narrow skill area that you want your salespeople to accomplish and master.

I often get bombarded with questions from overwhelmed salespeople and sales managers on how to manage their time effectively given everything they have to do in a day.

You can't afford to enter the new year without doing this.

I recently completed a number of studies regarding sales leaders and their salespeople. And one element that keeps resurfacing is that their salespeople are reporting that they want their leaders to be more solutions-oriented. When I examined this closely to determine what that specifically meant, I discovered salespeople want—during a coaching session or sales meeting—the sales leaders to help them solve their problems.

Time-based branding makes it as easy as possible for your customer to find you and buy from you. Get this right and you will unlock new growth in even the most competitive of marketplaces.

Every time your customer makes a buying decision, they deal with risk. They ask: “What if I make a mistake? What if things don’t work out? Can I be sure I’m making a good choice? What’s the cost of failure?”

You’ve probably had to deal with professional criticism at some point (or often) in your sales career. In such a fast-paced, high-pressure profession that is continuously focused on results, we are often subject to our fair share of criticism from colleagues, managers, clients, and prospects. If you want to be successful in sales, you must train yourself to take criticism and use it to your advantage. ← Click To Tweet It’s easy to get wrapped up in your faults when others are pointing them out to you. But, there are steps you can take to efficiently move past the negativity and actually create success through the criticism that you receive.