Sales Coaching

This category contains 22 posts

A New World has Arrived for Outside Reps

the on-set of the Pandemic has accelerated the cultural shift and we have landed in a new world. Continue reading

The New Sales Rep

One of the most important functions of sales leaders is to recruit, train, coach, and ultimately develop productive salespeople. I have a quote by someone (not sure who) in my #Evernote stack that says, “People make the difference…between success and failure…mediocrity and greatness”. This truth is never more evident for a company than when recruiting … Continue reading

Target Accounts are Critical to Your Success

Sales leaders are always discussing how we can get more production from our teams. There are many different things we discuss. Prospecting, follow up, presentation, closing, and the list goes on. All these are a part of it, but I am convinced that one element is critical. It is the establishment of a proper prospective … Continue reading

Prospecting Does Not Have to be Frustrating for a New Rep

My last article spoke to a common situation experienced by inexperienced sales reps. Specifically, how suspects (someone we contact on a sales call that is not yet qualified to be a prospect) will often try to get rid of the sales rep by brushing them off. The specific brush off I discussed was the “Just … Continue reading

Why prospecting is so frustrating for new reps

Most of the time the new rep salivates at the opportunity to do the quote! Why wouldn’t they? Isn’t this a clear buying signal? In their mind, it is. But not really. Continue reading

The Rookie and the Law of Reciprocity

The Law of Reciprocity dictates that to receive we must first give. For salespeople, that means we must find a way to bring some benefit or benefits to a prospective customer. Continue reading

What I Think About on Vacation

thoughts are powerful things…they can be the spark that ignites plans to realize the desire of your heart Continue reading

5 Questions Your Prospects are Silently Asking

There are five questions every prospect is asking about you the salesperson, according to the great #Jeb Blount #@SalesGravy; Do I like you? Do you listen to me? Do you make me feel important or significant? Do you get me and my problems do you understand me? Do I trust and believe you? I will … Continue reading

Take down time to play in the snow and grow

Central Alabama is due to receive one to two inches of snow tomorrow morning. Of course, that means everything shuts down here. We grab our mile and bread (leafy greens and lean meats for the #plant paradox diet folks like Cat and me) and hunker down. My advise is to play in the snow with … Continue reading

Sell Bigger Deals

In distribution sales, we have the option of selling many different things. Some items we sell are small, low dollar, individual skus, but others like equipment are several thousand dollars. Selling smaller dollar items can be strategically advantageous in getting started with a new customer, but it is easy to habitually sell them to the … Continue reading