What to Do When Your Sales Team Says They Have Too Much Admin

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Often as a sales and business development consultant, I have sales producers come up to me and say, “There’s so much admin. I can’t focus on sales. I’m best in front of my prospects, not sitting behind a computer doing things.” When I hear that, I take a step back and say, “Okay. Perhaps we can improve that a little bit for you.”

The Case for Less Admin

As a Sales Leader, don’t just chalk this ...

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How to Increase Your Closing Rate as a Sales Person

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Today we have many great tools that help us to be efficient. We often wonder how we ever survived in the “old days” without email, texting and Social Media. Each of these tools I have mentioned have transformed the Sales Profession…when used properly. Often Sales Professionals mistake speed for efficiency and make unwarranted assumptions.

As a business consultant, I’m often asked, “How do I increase my close rate? I’m struggling. I’m ...

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How to Get Your Deals to Close Faster

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The pressure to add “velocity” to the sales process is ever present. As a sales and business development consultant I’m often asked, “How do I get my deals to close faster?” Regardless of how patient and understanding leadership may be, when it comes to hitting numbers, there is always urgency. This pressure comes internally from your boss, his boss or even yourself. It is important to make sure each sales opportunity is executed as efficiently ...

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What is the One Trait All Successful Sales People Share

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As a sales and business development consultant, I’m often asked, “What is the one trait of your most successful sales professional?” That’s an easy answer: they are fearless. They don’t fear anything. They don’t fear any question or opportunity. They don’t fear rejection and most importantly, they don’t fear letting go of bad business.

Margaret – The Popular Sales Person

Margaret is in sales. Margaret is personable, professional in her appearance and good with follow up. When ...

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The Holidays – Don’t Mail It In

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The Holidays – Don’t Mail It In

Often when I am working with companies as a business analyst, I will hear all sorts of reasons why it is “not a good time to sell.” I’ll have the sales producers come up to me and say, “Well, it’s the holidays, people aren’t around, I’m not sure there’s much I can do right now.” And what do I say to them?

It’s just the opposite ...

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