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...
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...
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...
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. ...
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...
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