Almost without exception, the root of cause of failing sales reps is the same: too few opportunities (we'll stick with "opportunities" here instead of the many root causes of this root cause). Here's what to do to help.
Adapted from an old fable.
A new salesperson beginning his first day of work turns and asks an old, veteran salesperson about his new job. He says, “What’s it really like here?” The veteran salesperson says, “What was it like where you…
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This note comes in today's mailbag:
James writes, “I have a hard time closing the sale. I struggle between wanting to be passive and carefree about the deal, and being too aggressive, and then worrying about losing the sale. I have the skills…
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Each of these four imperatives ensures that your sales force is effective at the individual level. They’re all necessary to building and sustaining a high performing sales force.
A Prospecting Plan that Opens Opportunities: It’s one thing to…
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Heroes don’t get to choose their wars. They don’t choose their fights. Most heroes would prefer not to have to fight at all. But they fight anyway.
Heroes don’t want to leave their loved ones to travel across the world to fight. They don’t…
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In sales (and in business generally) we love to measure things. We want scientific proof that things are working, something we can rely on. So we measure everything. Well, mostly we just count things. But some things that directly impact your…
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I heard a very good speech at Toastmasters a few months ago. It was a painful story about love and betrayal. The story was extremely well told, and everyone who heard it was moved, me included. But at the end of the speech, I was left with a sense…
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All problems are really people problems.
To make the case that all problems are people problems, let’s tackle the biggest people problem first. Let’s say a company’s overall strategy is broken. Well, that doesn’t sound like a people…
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The first problem with giving an ultimatum is that it can be accepted. You may believe that you have the power in a negotiation. You might believe that that power can be exercised by giving the other party an ultimatum. But giving an ultimatum…
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