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.

When you do this, you keep the momentum going. You get people used to implementing, reporting, and achieving success.

There's a right way and a wrong way to handle objections.

I got a request the other day from sales reps who were looking to better themselves. Specifically, they asked me what they should be reading as sales reps. 

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

Be honest, is your sales team, or are you lacking consistency?

My very favorite question in all of selling is simply, "Why?" Why do I like it so much? There are a number of reasons. 

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.

Silence is one of the simplest things a seller can learn to do, but it is the most difficult for them to execute in the sales process effectively.

Salespeople often have a healthy ego, but this can go too far when a particular seller feels like they "know it all."

Let's face it, your competition inevitably comes up every so often while you speak with prospects and clients. You need to know how to talk about the competition.

Financial compensation doesn't have to be the only approach to commission.

When it comes to hiring, the number one skill or behavior to look for is teachability/coachability.

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

Have you ever thought of debriefing your sales calls—the good, bad, or mediocre ones? It’s a great practice to get into.

I have a challenge for you, ditch your powerpoint.

You can’t retain or grow existing customers if you don’t build out multiple contacts inside each account. The first step is to identify the next in command.

Especially in 2020, you need to diversify your prospecting to ensure long-lasting success.

What’s the central key to ensuring that you and your client have predictable results? Adherence to the process. 

This time of year has a certain appeal to it. I think all of us, to varying degrees, recognize the power of a fresh start at the beginning of each January.