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...
Question: What do I do when my goals don’t match the company’s goals for me? Answer: This is a question that I hear, in one form or another, pretty regularly. I can look at this is in two ways – expressing two different situations. In the first, there is a...
Question: A customer (a contractor) has given me and one of my competitors five minutes to present our respective products to him. I know all the features and benefits of the product, but I don’t want to be like everyone else and give him what he’s heard before. At...
Question: How can I set sales goals with any degree of reliability when this year’s economy is so uncertain? Answer: I can appreciate your problem. The economic atmosphere is so uncertain it’s difficult to predict what is going to happen even a month from now. But...
It continues to amaze me that so many sales people shuffle into most of their sales calls with very little, if any, prior planning. I suppose that is why this is one of the practices of the best. Most surveys of how field sales people really spend their time conclude...
Recent Comments