7 Sales Management Mistakes You Can’t Afford to Make

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Missed your number? Struggling? Here are seven sales management mistakes. It’s likely that a combination of a few of these are what ails you. Not building a hunter’s culture. If you are a sales leader, you need to create a healthy culture. That healthy culture needs to … [Read more...]

Three Deadly Sins

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 These three sins are deadly. They completely destroy your ability to succeed in sales. The Sin That Is a Lack of Self Discipline There is nothing that will damage your results more than a lack of self-discipline. You can read this as “laziness” if you like. Selling requires … [Read more...]

Filling In the Gaps In Your Performance

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Is there a difference between your current performance and the performance you want? Can you recognize a gap? Producing better results means filling those gaps. If I had to guess, I’d guess that the gap between your present sales results and the results you want mostly needs to … [Read more...]

Still Know, Like, and Trust. Still Attitude.

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There is a lot of talk about what’s changed in sales. And lots of things have changed. But some things haven’t changed. Know, Like, and Trust People still buy from people that they know, like, and trust. We don’t like to talk about the squishy, soft things like knowing someone, … [Read more...]

What Your Sales Manager Should Never Have to Manage

What Your Sales Manager Should Never Have to Manage

Your sales manager should never have to manage your activity. Your self-discipline, your goals, and your personal ambition should provide the motivation for your activity. If your sales manager has to look at your activity then you are doing something wrong. You sales manager … [Read more...]

If You Want Faster Results Find a Model

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Selling is very much like swimming. You can’t learn to swim by reading a book about swimming, and you can’t learn to sell by reading a book about sales (although reading books after you spend some time in the deep end will help you tremendously). When it comes to producing … [Read more...]

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