New Sales Managers: Elevate Your Leadership Through Listening
If you are in a leadership role—whether you are a Regional Sales Manager, Vice President of Sales, or hold any other title—this message is for you. Recently, during a guest appearance on The Find...
Onboarding New Salespeople Hoping The Will Be Successful Is Just a Dream
“Hoping” this will be successful, is just a dream Businesses hire salespeople to make sales. Businesses want sales so they can generate revenue. Businesses want revenue so they can pay their bills,...
Wanted! Large Sales Volume Every Week
I have led sales organizations and divisions in multiple companies. A common question from business owners and executives is, “Why do 80% of our sales come in the last days of the quarter or the...
Characteristics of Winning Sales Managers
For the purpose of this blog, we are defining a sales manager as an individual that manages salespeople. As the founder of BeenThere Consulting Services BeenThereCS.com, a sales coaching company,...
Selling to achieve dollar quotas by leveraging units
Sarah is a salesperson working for Jupiter Products, Inc. (JPI). Kevin is a salesperson working for Galaxy Products (GP). Both Sarah and Kevin carry an annual sales quota of $2M. Both companies...
Selling successfully by Not assuming
Are your salespeople calling on all potential prospects? Your direct competitors sell products and services that fundamentally solve the same problems. For example, restaurants serve food, air...
Upselling What It Is and Is Not
Upselling is very difficult for many salespeople to execute. There are many reasons for this reality. In my opinion, the number one reason is because they are afraid of losing the entire sale,...
WANTED Great salespeople and new customers
Why are there salespeople? When you net it out, salespeople exist to create new customers. Here is the story of two salespeople. Busy Bob (name has been changed for soon to be obvious reasons) and...
Retaining Customers – Selling to secure your future
Kamin Shah is a travel advisor, and franchise owner for Cruise Planners® Kamin Shah (reclineandroam.com). He understands and practices that building and maintaining relationships do not start and...
Successful selling answering challenging questions
I was at a networking event talking with a successful insurance agent who recently opened his own insurance agency. Let’s call him Bill. He was explaining to me the reasons he decided to stop...