Sales Management | Sales Techniques

Sales Management

Selling Questions – Do They Really Matter?

You betcha! Most sales practitioners get to the point of understanding the difference between “open” and “closed” questions and that’s about it. Open questions open up the conversation and might use phrases like “Tell me about…” , “Explain…” and so forth. Closed questions have been off the nose for a while (unjustifiably) and they seek […]

Read more

Upside Down Sales Recruitment – The Reverse Interview

Sales leaders have been drawn into mandated corporate techniques for recruitment interviewing. Often this approach is supervised by well trained human resource practitioners who instruct on fair and respectable candidate selection techniques like critical behavioural interviewing (CBI). CBI is based on the assumption that the past performance of a candidate will be an indicator of […]

Read more

What’s The Right Size For Your Sales Team?

Eight Models For Confidently Determining The Right Sales Force Size  “Sales Managers must know how to determine sales force size and structure by using something more than experience and gut feeling” Do You Upsize, DownSize or RightSize? An explanation of eight scientific models used for determining the right sales force size. Simple spreadsheets for the eight […]

Read more

Sales Performance Sweet Spots

Many accomplished sales leaders struggle to know how to develop their sales team. It’s not because of a lack of leadership skills or a shortage of training options; far from it. It’s possible to keep sales people locked up in learning and development for weeks and there are numerous good programs to choose from. The […]

Read more

A New Sales Strategy: Sales Skills For Faster Selling & Faster Profits!

Why FASTER SELLING Is A Winner! Everyone wants to sell faster, even buyers want it, but we all tend to think about it from slightly different perspectives.  If I said let’s be more efficient and effective with our sales, I’d get instant consensus. If I said let’s reduce the length of the sales cycle because […]

Read more

The Truth About Sales Leadership – Everything You Need To Know

There are many opinions about what it takes to be a good leader and sales leadership is the most challenging of all.  The following is largely inspired by the writings of James M. Kouzes and Barry Z. Posner and if you want further reading you should definitely pick up a copy of their book “The […]

Read more

Team Motivation Is About Better Engagement – And It Increases Sales

How Engaged Is Your Sales Team? I was asked once during a board meeting to describe how engaged my sales team was. At the time the company was kicking goals and sales were significantly up. I remember making vague references to the positive culture, low turnover and excellent sales results. I think I even said […]

Read more