Through our blog posts, we are looking to share not only the value that interim and fractional sales leaders bring to an organization. We also cover a variety of topics and share our experiences, all of which are part of the “day-in-a-life” of a sales professional.
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Sales productivity is typically measured in sales revenue per salesperson, individually and as an average over a team. This is a straightforward approach that can be further enhanced by including factors like, e.g., hours worked, profitability, percent of target, or lead conversation.
Read MoreIn the world of sales, confident people really are more successful. When you increase your and your team’s confidence in sales, you’ll set more meetings, have stronger sales presentations, and close more deals.
Read MoreNow it is time to take a look at what questions to ask. Here are 75 questions, grouped by their intent or their situational setting in the sales process.
Read MoreUS News lists the sales manager among the most stressful jobs one can have, and a survey by Thrive Global found 67% of reps are close to reaching burnout. In another survey by online career database PayScale, the sales account manager was ranked as the second most stressful job, with 73 percent of respondents rating the role as "highly stressful."
Read MoreMost of us think that we’re great listeners. And because you’re a sales leader, you are probably better than average. A recent study indicates that over 85% of managers identify themselves as above average listeners. While this sounds positive, it is statistically just not possible!
Read MoreThis is the second article on sales objections. The first one covered 40 objections Leslie Ye pulled together. I have been gathering 20 further objections and responses to it. Enjoy.
Read MoreTrust is both an emotional and logical act. It is the firm belief in the reliability, truth, ability, or strength of someone or something, without the proof. Trust is important in all aspects of life, and making the decision to make a purchase requires a lot of it.
Read MoreSales often are the source of the greatest pride and the biggest disappointment for a business owner, all at the same time.
Read MoreRejection is an outright dismissal or refusal of the proposal. It does not require a reason, it is not negotiable, nor is there a future or next step. Rejection is the worst.
Read MoreFollowing the logic, one would think that a successful individual contributor is also a great motivational leader. Well, it ain’t so! Hence, Motivation 101. What are motivators that are available to a Sales Leader?
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