Sales management can function quite a bit like a black box.  Assumptions rule the day for what makes a great manager and it’s not always clear what a top performing manager is doing differently than a lower performing manager. But, there’s one factor in particular I believe 1000% needs to be addressed for sales reps…

Objections Schmobjections There are a set of objections prospects will use that can very quickly limit where the sales rep can take the conversation.  The result? The prospect goes about their merry way while the sales rep feels defeated. These objection can sound a lot like: So this week, I’m breaking each of these down…

Often, the key to success really is keeping it as simple as possible. One of the easiest ways to keep things simple is to go after low hanging fruit. The biggest areas my team is looking at to get after low hanging fruit is: Closed lost deals If there are accounts in your reps’ books…

More coaches, less dashboards Not going to lie…there are times when I just cannot figure out how to turn things around in my team’s performance and the monkey in mind taunts me, trying to get me to believe I’m: But here’s the thing – while my dashboard may signal we’re hitting all the right inputs,…

The challenge with research The biggest challenge I see most sales leaders make is telling their people to research, but not showing them HOW to do it or what GOOD looks like. The result? With reps getting lost in researching, unsure of what to look for and when enough is enough, you’ll end up with…