Dave has presented in 47 states and eleven countries. He holds both a Bachelor of Education degree and a Master’s of Arts in Teaching, and has a reputation for creating and delivering practical, insightful strategies, principles, processes, practices and tools. The Sales Resource Center is the ultimate expression of his unique combination of gifts.
Q & A for Sales Managers — Frustrated!
Question: I direct a sales force of 15 reps. My pain of getting them to do what I ask has been something that no human being should go through. First of all, we converted them from commission only to base plus commission. In doing so, you can imagine my challenges...
Best Practices for Sales People: #47 — Is guided by an intentional sales process
All too often, sales people are directed by the urgencies of the moment: A lead pops up, a customer calls with a problem, or some paperwork needs your attention. They find themselves busily pursuing an agenda created by other people. They are busy, but too often...
Capturing the Impenetrable Account
How do I sell to an account that is firmly in the hands of a competitor – an impenetrable account? In one form or another, I hear that question at almost every sales seminar I teach. It’s a great question, reflecting one of the most perplexing and frustrating...
Q & A for Sales People: Happy with the Current Supplier
Question: When we get through to the person we want to talk to, we most often hear that they are happy with their current supplier. How can we overcome that? Answer: You are encountering the classic B2B prospect put-off. There are a number of ways to deal with this. ...
Q&A for Sales Managers: Number of sales people
Question: What is the ideal number of sales people that a sales manager should manage? Answer: Good question. As is commonly the case, my answer begins with “it depends…” It depends, first, on the type of compensation plan that is used to pay the sales...
Strategic Planning for Salespeople
In our fast-paced 21st Century economy, field salespeople must make effective use of their time, And that means disciplined strategic planning for salespeople. “Ready, aim, shoot.” Unfortunately, that’s the all too common description of the field sales person’s modus...
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