Implement Change

Implement Change

Q. My new sales manager is having a difficult time trying to implement change. Because many members of our experienced sales force still need to execute a number of the changes in the past year, do you have any suggestions? A. Implementing change is always difficult....
The Character of Successful Salespeople

The Character of Successful Salespeople

Are Successful Salespeople Born That Way? It is the eternal question, the sales manager’s version of nature versus nurture. I teach salespeople how to become better at their jobs. I believe successful salespeople are nurtured.  There are best practices in the sales...
Q & A for Sales Leaders: Communicate Expectations

Q & A for Sales Leaders: Communicate Expectations

Sales Leaders need to communicate expectations of their sales persons directly to them. It should not be a secret. It should also not be a matter of negotiation.  If you have not given clear and specific expectations, the sales people will default to what feels...