There are many reasons sales training fails. These are the reasons I most often come across.
Lack of Leadership: I have walked into room after room full of salespeople because I was hired by management to train them, only to watch executive…Continue Reading
This past week, one of my teams was working on a client issue. There was a flurry of emails sent back and forth, each one a draft of the message that might be sent to the client in an attempt to resolve the issue. Different people had different…Continue Reading
One of the very best questions you can ask yourself as a sales manager is this: “If I were to leave today, what are the first three changes the person who follows me will make without hesitation?” The power in this question is that you have to…Continue Reading
There is a force that causes businesses to produce results that are far less than the those they are capable of creating. It causes them to lose the talented employees they need, and it causes them to treat their clients and customers poorly—and…Continue Reading
I would be the very first person to tell a sales force to continue to prospect and sell through operational challenges. It is too difficult to regain that discipline once it has been lost, and it is never, ever a good idea to allow your pipeline…Continue Reading
I know. You’re mad at your operations team because they are failing your client right now. You don’t understand why it’s so hard to do what they’re supposed to do, and you are tired of taking calls from your client about your service…Continue Reading