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Up to Date Information Containing Valuable Insights

Hold Your Team Accountable

10:30 -12:30pm Take The LEad! Accountability not only increases productivity, it increases predictability of results. Leaders will realize a dramatic impact on team performance and behavior when they make accountability a priority....

How to Avoid a Holiday Sales Slump!

How to Avoid a Holiday Sales Slump!

Like it or not, the holiday season is upon us. If you’re like many, a holiday sales slump seems inevitable. However, even though your business may experience a traditional holiday slow-down, it doesn’t mean you need to settle for a sales slump....

4 Ways to Resolve Conflict & Preserve Team Unity

4 Ways to Resolve Conflict & Preserve Team Unity

At some point in your journey as a leader, you’re going to have to deal with conflict. Much of your legacy as a leader will be reflective of how well you held your team together in order to maintain good chemistry. If, as a leader, you fail to...

Simple Strategies to Sell to Existing Clients

Simple Strategies to Sell to Existing Clients

Often times sales reps tend to put all their focus on acquiring new prospects. New prospects are great, but don’t forget about your existing clients. Ignoring your existing clients is a big mistake that can cost you big time. Here are some...

Tips to Help You Improve Your Networking Skills

Tips to Help You Improve Your Networking Skills

Networking is necessary for sales success, the longevity of your career and the growth of your company. As you network, you will meet new prospects, new business partners, and centers of influence. In addition, you will gain new ideas and...

How to Tackle the Top Challenges of Sales Leadership

How to Tackle the Top Challenges of Sales Leadership

There are many responsibilities that lie on the shoulders of today’s sales leaders. In addition to taking the lead in solving difficult to manage situations, sales leaders are charged with making critical decisions that affect the future of...

How to Keep Your Sales Team Focused During the Holidays

How to Keep Your Sales Team Focused During the Holidays

Just because the holidays are right around the corner doesn’t mean that the focus of your sales team needs to be on taking time off, eating holiday meals and shopping. One of your jobs as a sales leader, is to keep your sales team motivated and...

How to Engage Your Unresponsive Prospects

How to Engage Your Unresponsive Prospects

There’s not a salesperson out there who doesn’t dream of their prospects answering all of their phone calls and replying to all of their emails. Not only is this unrealistic, it’s downright dangerous to have these high level expectations of...

How to Build a Repeatable, Scalable Sales Process

How to Build a Repeatable, Scalable Sales Process

As a sales manager, you are charged with building a repeatable, scalable sales process for your company. While this is a tall order to fill for most, don’t let it stop you. Building a repeatable, scalable sales process will challenging....

In Sales Management, Time is Money

In Sales Management, Time is Money

You’ve heard the saying “time is money.”  Nobody wants to waste their money. However, there are too many moments when your salespeople waste their time on activity that will not generate sales. The most valuable asset for anyone is time. If...

How to Stay Out of Voicejail

How to Stay Out of Voicejail

Most salespeople say they shy away from leaving voicemails because of the lack of call backs. The real reason is that they don’t like being locked up in voicejail. If you aren’t leaving proper voicemail messages you are missing out on an...

Avoid These 5 Costly Closing Mistakes

Avoid These 5 Costly Closing Mistakes

Closing a sale is the most important aspect of a salesperson’s job. Both amateurs and professionals are prone to bumbling the close. In order to be successful when closing sales, avoid these 5 costly mistakes: Not Actually Asking for the Order...

Use Football to Increase Sales

Use Football to Increase Sales

One key to increasing your sales performance is increasing your skill of personal awareness. Personal awareness is defined as recognizing one’s influence on others. When personally aware, you can focus all your attention on others as opposed to...

Break the Ice Before Making Cold Calls

Break the Ice Before Making Cold Calls

Cold calls have become bad words in the circle of most salespeople. It’s a big mistake to completely write off cold calls. Just because a prospect is cold doesn’t mean they aren’t valuable to you.  With the right strategy, you can learn to...

5 Common Mistakes Sales Managers Make During Interviews

5 Common Mistakes Sales Managers Make During Interviews

One of our goals as sales managers is to assemble the best team possible. However, we’ve all had hits and misses when it comes to hiring the right candidates. There are five common mistakes sales managers make during interviews that cause them...

4 Ways to Instill Core Values in Your Organization

4 Ways to Instill Core Values in Your Organization

In a previous blog, I discussed the importance of core values and shared some tips on how to develop them. If your company hasn’t developed core values or if you’re struggling with creating values, please take the time to read that blog. Once you’ve developed your...

5 Tips for Newly-Promoted Sales Managers

5 Tips for Newly-Promoted Sales Managers

Congratulations! Your hard work has paid off and you’ve been promoted, and now you are a sales manager. Being a new sales manager can be very exciting, but it can also be very challenging. You will face new hurdles that you will have to deal...

3 Characteristics of High-Performance Sales Teams

3 Characteristics of High-Performance Sales Teams

All sales managers want to be leading a high-performance sales team. Hiring the right sales reps for your organization is a good start. However, it takes more than just good sales reps to develop a high-performance sales team. There are three...