The poorest performing salespeople are invariably put on on an individual performance plan, or a personal improvement plan. Sometimes this is because the person they work for cares enough about them to help them succeed. Other times, theContinue Reading
Archive for September, 2016
If the outcome your prospective client wants exceeds the amount of money they can invest in obtaining it, something has to change. Either the outcome has to change, or the investment has to change. As it stands, they are in direct opposition to…Continue Reading
Sales organizations spend a lot of time and money trying to determine exactly what makes a top performer. They want to know this because they want to make sure that their sales team is full of them.
One sales organization that I know surveyed…Continue Reading
There was a salesperson in my territory who I continually found myself competing with for new business. This salesperson was attractive, aggressive, and professional. Any prospect who met this salesperson was immediately blown away, impressed…Continue Reading