We had Lee Salz conduct his 'Differentiators' workshop at our Enterprise Sales Team meeting. In our industry, we don’t create demand, but rather try to get prospects to buy from us instead of the competition. Lee taught our sales team strategies to position our differentiators and engage prospects in a unique way. My team loved this session and really embraced his methodology!
-Ann Losiewski, Director of Enterprise Sales, Hire Right
We asked Lee to present “Building a World-Class Sales Force” at our AA-ISP conference. The feedback was outstanding! As one attendee described it… ‘Intense and good dose of medicine. We had a lackadaisical approach to hiring…he set the record straight.’ I highly recommend Lee and this presentation to anyone responsible for managing and or hiring salespeople.
-Larry Reeves, Chief Operating Officer, American Association of Inside Sales Professionals
The role of salespeople in my company is to knock the current provider out of the account. Sales Architects helped us really understand what makes us unique and taught our salespeople an effective strategy to position differentiators with buyers. Lee helped us uncover ways to get prospects to buy from us and these techniques work!
-Mike Moroz, President/CEO, Walters Recycling and Refuse, Inc.
When I reached out to Sales Architects, I was at somewhat of a crossroads and contemplating the best ways to profitably grow my business. Lee Salz helped me gain clarity on some existing issues, and provided actionable information to take my firm to the next level. He provided a clear sales roadmap that I can implement in my company.
-Marc Fowler, President, Bullseye Media
Lee delivers! We contracted with Lee to keynote our national customer event to speak on hiring, onboarding and compensating salespeople. The feedback on his session was fantastic which we greatly attribute to Lee’s prework and intertwining our culture into his customized presentation.  He’s dynamic, fun, and engaging.
-Peter Dircks, Director of Marketing, Hearth & Home Technologies
We’ve engaged Sales Architects for both strategic and sales-focused initiatives. Each time, we’ve experienced Lee’s skill in thinking through complex problems to develop practical solutions. We used Sales Architects to optimize our sales efforts through their sales metric management strategy to focus our salespeople on the right behaviors. I will continue to use Sales Architects in the future.
-Marc Maloy, SVP of Worldwide Sales, HireRight
I hired Sales Architects to turn around an unproductive sales team member. Initially, I had doubts that Lee could do this, but I was pleasantly surprised. Lee systematically worked through all of the issues and processes that we were doing incorrectly and brought his lineup of tried and true sales systems to the table. Sales Architects will be the first call I make if I have sales issues in the future.
-Ron Anderson, President/CEO, Anderson Systems Integration
Lee’s Adapt & Thrive presentation will resonate with sales people regardless of their experience. From those just starting sales careers to sales professionals with many years experience, Lee’s simple and profound strategies will enrich your whole sales group and help them succeed!
-Dick Reynolds, Sales and Distribution Manager, Flexco
We’ve used Lee’s sales architecture methodology to bring discipline, structure, measurement and a degree of sophistication to our sales effort. We now have a clearly defined strategy, process and tools to pursue new KRM clients.
-Rick Olson, Chief Executive Officer, KRM Information Services
Thanks for speaking at the Dymo Mimio global sales kickoff. We found your Adapt & Thrive! keynote speech to be stimulating, motivating and full of good sense.
-Laurence Huntley, General Manager, Dymo Mimio, A Newell Rubbermaid Company
Sales & Marketing Management was extremely fortunate to have someone of Lee Salz's standing in its corner. A longtime columnist for SMM, as well as a member of its Editorial Advisory Board, his monthly Sales Architects installments demonstrated exactly why he's considered a sales management thought leader.
-Jeremy Cohen, Managing Editor, Sales and Marketing Management Magazine
Lee was instrumental in helping us develop a detailed profile for our ideal salesperson, invaluable as we interview new candidates. In addition, his process for working with us to develop a salesperson on-boarding program was world-class. With these two items in place, we feel very confident we will both find and help a new salesperson succeed quickly.
-Mike Moroz, President, Archway
By implementing Lee’s sales management strategies, our sales staff increased new season ticket sales by 65% over last season. This was accomplished with the same sales team as last season. What was different was our approach to sales management. Lee is a great sounding board, with practical solutions for increasing sales.
-Susan Savage, CEO and Majority Owner, Sacramento River Cats
Lee provided a structured and thoughtful approach to identifying key attributes that are important to our company’s sales process, helped us to create a detailed profile of an ideal sales person and guided us through the creation of our first ever sales onboarding program. He was truly instrumental in the design and development of our new sales process.
-Megan Effertz, Director of Marketing, Archway
Lee Salz provided the strategy and a “roll up your sleeves” approach which helped our sales organization improve significantly our approach to managing the sales process. Lee focused on evolving us from a people-based approach to one which is process-based. Going forward our sales team and, ultimately, our results will benefit from the strategies and processes he helped us develop.
-Alan Ledford, President, Sacramento River Cats
Lee's understanding of the development of sales strategies, marketing business tools and applications are exceptional. Sales Architects is a company that I know I will be doing business with again.
-Ken Mallette, Vice President, Witt Associates, a Global Options Company
I have worked with Lee for a number of years and have found his knowledge of the sales process to be head and shoulders above most sales managers I speak with. His newsletter is packed with useful information and I recommend it highly!
-Harris Cohen, Managing Partner, PrincetonOne
Lee Salz is one of the true sales management thought leaders today. His expertise, energy, and down-to-earth communication style give him the unique ability to help sales organizations reach new levels of performance and excellence.
-Jeb Blount, Founder and CEO of SalesGravy.com
Lee, where were you 20 years ago when I started my career? If I had known you then, I would have eliminated a ton of mistakes and my income would have been a lot higher!
-Sam Richter, President, James J. Hill Reference Library and author “Take the Cold Out of Cold Calling”
I wish I had Lee's guidance when I started my sales career 27 years ago. It removes chance from the buying process and replaces them with a specific, almost scientific business plan.
-Victor Benoun, President, The Mortgage Source, Inc.
I’ve never met someone who positions a sales person for success more effectively than Lee Salz.
-Andrew Macdonald, Group President, First Advantage Corporation
Lee Salz is a sales leader that people follow. I've done business with Lee and his associates in the past, and the people that worked for Lee would jump off a bridge for him.
-Todd Bridges, President, Bridges & Associates
Any B2B sales person who follows Lee’s methodology is bound to sell more effectively.
-Gordon Graham, Editor, SoftwareCEO.com
In the crowded field of sales experts, Lee stands out because he doesn't just write about it, he actually did it, and with great results.
-Bruce Berg, President, Berg Consulting Group
Lee does a great job of breaking down the buying process into tasks that are easily understood and executed.
-Robert Deigh, author of "How Come No One Knows About Us?"
I have personally seen Lee take average performing sales organizations and turn them into top performers over and over again.
-Andy Miller, President, Sales Management Guru
All sales people can improve their performance by using Lee's sales architecture strategy.
-Edward Groark, former President, IKON Office Solutions, Technology Services
Lee was able to impart his sales techniques on his staff and there were measurable, positive sales results.
-Daryl Hancock, Corporate Account Manager, Microsoft Corporation
Lee is a great coach and mentor. His teachings stick so sales people and sales managers can reproduce desired results over and over again which translates into serious, sustainable bottom line performance improvement.
-Deborah Hoffmann, President, The Solutions Group
Lee Salz not only knows what it takes to master the art of sales, he knows how to teach the art of selling in an easy to understand way that can absolutely unlock the master salesperson inside you.
-Josh Hinds, author of Why Perfect Timing is a Myth: Tips for Staying Inspired and Motivated Day in and Day out!
If you want to unclog the bottom of your sales funnel, Lee can help you do it!
-C. Kevin Miller, Midwest Territory Manager, OraSure Technologies, Inc.
Lee details, in no uncertain terms, what today’s sales professionals need to know: how to win at this lonely, challenging profession even when your boss does little or nothing to help you...or even keeps getting in your way.
-Ken Lizotte, Chief Imaginative Officer, Emerson Consulting Group, Inc.
Lee Salz fills in the gap when your sales manager isn’t giving you what you need and gets you back in control of your career.
-Jill Konrath, author of the best selling books "Selling to Big Companies" and "Snap Selling"
Below the dodo sales managers are dodo reps who won't take responsibility for their own success. Don't adapt dangerous dodo thinking. Get this book and discover how to fly above ground bound performers and beyond your present sales success.
-Dan Seidman, President, SalesAutopsy.com
Lee’s mentoring style guides you through a planning process for developing your territory, navigating your way through accounts, presenting, and dealing with the unexpected. Using his sales architecture methodology, you’re sure to adapt and thrive.
-Tina LoSasso - Managing Editor, SalesDog.com
The system Lee teaches -- he calls it sales architecture --is one that you don't need a sales manager to help you implement… In fact, if you're not careful, you'll probably end up BEING the Sales Manager if you learn and apply this stuff.
-Bill Guertin, CEO, The 800-Pound Gorilla
If your sales manager isn’t providing value, Soar! certainly will. The sales architecture presented is practical and proven.
-Clayton Shold, President, Salesopedia
Reading Soar! and following its program is like giving a sales career a shot of high-octane adrenaline!
-Jim Schoonover, Chief Marketing Officer, MEDTOX Scientific, Inc.
I find myself revisiting knowledge that I gained from Soar! and applying it effectively in my business dealings, and am witnessing how it works (and it really does!).
-Drew Sachs, Vice President, James Lee Witt Associates
Lee’s book Soar! will reinvigorate your sales career!
-Paul Nolan, Editor-In-Chief, SalesforceXP
Lee presents sales managers with a toolkit that will greatly enhance their chances for success.
-Orrin Broberg, President, Employee Continuum
Lee has an uncanny ability for untapping the salesperson within.
-Chandrasekhar Valluri, Assistant Professor, St. Mary's University of Minnesota
Under Lee’s guidance and support as a sales manager; my confidence increased, I far exceeded sales quotas, and I tremendously increased my income. If you want to achieve the same results, I would highly recommend his proven sales techniques.
-Maria Maika Damjan, Business Development Manager, EDS
Lee truly helps sales people grab control of their success…
-Robyn M. Sachs, President & CEO, RMR& Associates, Inc.
Throughout my sales career, I must say that Lee Salz was certainly the most influential in driving me to develop as a sales representative.
-Jennifer Runyon, Program Manager, ESI International
Lee Salz is a leading sales management authority for a reason - he identifies what his clients need and he gets results.
-Kristin Osborne, President, Kensington PR
   
Get Your Salespeople to Take Layups, Not Shoot Three-Pointers - March 12, 2014
Salespeople often create pipedreams rather than pipelines. Learn how to avoid that sales mistake in this episode of the Sales Management Minute.
Great Salespeople Onboard Themselves, Right? - February 27, 2014
If you've hired great salespeople, they should onboard themselves into the role. In this Sales Management Minute, learn the flaws of this line of thinking.
Buy or Build Your Sales Team? - December 18, 2013
Buy or build your sales team? What's the right decision for your company? Learn how to decide in this episode of the Sales Management Minute.
Still Paying Salespeople Draws? Why? - October 29, 2013
Learn why paying draws to salespeople is a flawed investment strategy in this episode of the Sales Management Minute.
Making a GREAT Vice President of Sales - The 3 Ingredient Success Recipe - October 15, 2013
When looking to hire a Vice President of Sales, there are three ingredients needed to ensure you've found the right one. Learn those three in this episode of the Sales Management Minute.
Planning Your Next Sales Meeting - 6 Tips to Fire-Up Your Sales Team - October 09, 2013
No sales manager wants their sales meeting to be a dud. Learn the six tips to planning a sales meeting that your salespeople will love in this Sales Management Minute episode.
9 Results You Can Expect From Sales Onboarding - October 02, 2013
Wondering if investing in sales onboarding is worth it? Learn the 9 results of sales onboarding in this episode of the Sales Management Minute and the answer is clear.
Think You Are About to Win the Deal? Better Know These Answers - September 23, 2013
Committees are oftentimes deal-killers. B2B salespeople need to know the answers to the questions shared in this episode of the Sales Management Minute to sleep well at night.
Can Your Prospects Make a 7-Figure Decision in 7 Minutes? - September 09, 2013
Large deals don't have to take an eternity to close. Learn why in this episode of the Sales Management Minute.
Evaluating Sales Candidates: See Her Walk the Walk, Not Just Talk the Talk - July 09, 2013
Before you hire a salesperson, want to see her in action? Try the technique shared in this episode of The Sales Management Minute to see if she walks the walk.
Why Sales Onboarding May Not Be Right for Your Company - June 17, 2013
In this episode of the Sales Management Minute, learn why your company may not be ready for a sales onboarding initiative.
How Reverse Sticker Shock Can Kill Your Deal - June 05, 2013
What happens if you provide a prospect with pricing that is too low? Find out the peril of that approach in this episode of the Sales Management Minute.
What Sales Winners Do Differently - May 28, 2013
Mike Schultz, president of RAIN Group, guest hosts this Sales Management Minute episode during which he shares what sales winners do differently.
Is Your Sales Hiring Process Too Long? - May 15, 2013
In this episode of the Sales Management Minute, find out if you are making this sales talent evaluation mistake.
Sales Candidate Reference Checks – How to Make These Invaluable When Hiring - April 29, 2013
Is sales candidate reference checking a waste of time? It depends how you do it. Learn how to turn this into an invaluable part of the candidate evaluation process in this Sales Management Minute episode.
Have You Been Duped Into Being A Sales Rebound Employer? - April 16, 2013
Sales leaders can be susceptible to being tricked by sales candidates. Learn how in this episode of the Sales Management Minute.
Stop FRUSTRATING Your New Salespeople! - April 02, 2013
A tiny change to your sales onboarding approach could pay huge dividends. Learn what that change is in this episode of the Sales Management Minute.
Without Sales Process, How Do You Onboard New Salespeople? - March 26, 2013
Onboarding is a great way for companies to prepare their new salespeople to sell. However, not all companies are ready for this initiative. Learn why in this Sales Management Minute episode.
The Worst Way to Start a Sales Call - March 11, 2013
The way most salespeople start a prospect meeting sets them up to lose the deal. Learn why in this episode of the Sales Management Minute.
Why No One Attends Your Live Lead Generation Webinars - March 04, 2013
In this episode of the Sales Management Minute, learn the one thing that kills your live, lead generation webinar attendance.
Lead Generation Webinars - Opportunity Producer or Waste of Time? - February 26, 2013
Webinars can be a great way to generate leads for your salespeople, but there is a common mistake made with these. Learn what that mistake is in this episode of the Sales Management Minute.
What Are The Best Sales Interview Questions? - February 13, 2013
In this episode of the Sales Management Minute, learn the secret to successfully hiring salespeople.
Why the 80/20 Rule When Coaching Salespeople Is FLAWED? - February 05, 2013
Learn why the 80/20 rule is not the best approach for sales managers to take when investing time in their salespeople.
Performance Appraisals – Yes, Salespeople Need Them Too! - January 21, 2013
In this episode of the Sales Management Minute, learn why salespeople need to be part of the performance appraisal process.
Top Sales Candidates and Employers – The HUGE Disconnect! - January 15, 2013
The recruitment strategy used to attract top salespeople is off the mark in most companies. Learn why in this episode of The Sales Management Minute.
The Hunter Farmer Model - The Common Misperception - December 17, 2012
There is a common misperception that executives have of the Hunter Farmer sales model. Learn that misperception in this episode of the Sales Management Minute.
3 Reasons Why Companies Fail to Hire Top Sales Talent - December 10, 2012
Every company wants to hire top salespeople, but there are three reasons why they fail to do so. Learn those three in this Sales Management Minute episode.
The One-Word That FRIGHTENS Salespeople - December 04, 2012
For sales managers to do their job effectively, there is a word they must master...that also scares salespeople. Learn that word in this episode of the Sales Management Minute.
6 Reasons to Create A Salesperson Onboarding Program NOW - November 26, 2012
In this episode of the Sales Management Minute, learn the business case for launching a salesperson onboarding program development initiative.
New White House Legislation Helps Salespeople - November 14, 2012
New law helps salespeople sell more than ever before. Learn more in this episode of the Sales Management Minute.
How Many Minutes Were Your Salespeople On The Phone? Meaningless or Meaningful? - November 05, 2012
There is plenty of sales data, but which ones are meaningful? In this episode of the Sales Management Minute, learn how to develop a sales performance model to give context to your sales numbers.
Renew Your Client Contract - A Horrible Sales Strategy - October 29, 2012
Salespeople attempt to renew their client contracts and often find their competitors taking them to school. Learn why in this episode of the Sales Management Minute.
The Tool No Top Salesperson Can Do Without - October 23, 2012
Salespeople are looking for a strategic edge. This tool will give it to them...if they have the stomach for it in this episode of the Sales Management Minute!
The Necessity of an Equality Mindset - October 22, 2012
Robert Terson, author of "Selling Fearlessly," is the guest host of this episode of The Sales Management Minute. Robert shares with us the importance of an equality mindset.
CEOs Enjoy Eating Steak, But Don’t Want To Know A Cow Died In The Process - October 15, 2012
All CEOs want more revenue, but not all are ready to make the changes needed to achieve it.
Account Executive versus Business Developer - More Than Just Titles - October 08, 2012
While account executive and business developer titles are often used synonymously, they convey two very different meanings to salespeople. Learn those differences in this episode of the Sales Management Minute.
You’re a Finalist! Now, Win The Deal - October 01, 2012
Just because you've been named as a finalist, doesn't mean you will win the account. Learn how to get a leg up on the competition in this episode of the Sales Management Minute.
Moving a Salesperson into Sales Management - How To Do It - September 24, 2012
In this episode of the Sales Management Minute, learn the four discussion points when considering a salesperson for sales management.
How Mature Is Your Sales Organization? - September 11, 2012
Sales organizations go through a maturation process. In this episode of the Sales Management Minute, learn the sales organization maturity phases.
What Does 'Hitting Sales Goal' Mean In Your Company? - September 04, 2012
On many sales teams, the sales person's revenue goal has no meaning. In this episode of the Sales Management Minute, learn how to ensure your sales goal has a clear context.
How to Set Your Annual Revenue Budget, Not Write a Fairytale - August 27, 2012
Setting a meaningful, annual revenue budget requires several looks at the numbers and answering tough questions. Learn those looks and questions in this episode of the Sales Management Minute.
The Sales Manager – Salesperson Friend or Foe? - August 20, 2012
Salespeople need their sales manager. It's up to the sales manager to figure out exactly what that need is. Learn more in this week's episode of the Sales Management Minute.
Orientation Is Not Salesperson Onboarding - August 15, 2012
Orientation and onboarding are often used as synonyms. In this episode of the Sales Management Minute, learn the difference between these and how to get your new salespeople up to speed fast.
Why Sales Compensation FRUSTRATES Executives - July 23, 2012
In this episode of the Sales Management Minute, learn the three questions that serve as the foundation when developing a sales compensation plan.
PROMOTING Salespeople to Sales Managers - The Big Corporate Mistake - July 16, 2012
When salespeople perform well, they are often considered for sales manager roles. In this episode of the Sales Management Minute, learn why you should never PROMOTE a salesperson to sales manager.
The Blind RFP – Pursue It? Toss It? Or, Is There Another Option? - July 02, 2012
When a blind Request for Proposal arrives, salespeople are faced with a challenge. In this episode of the Sales Management Minute, learn how to best handle blind RFPs.
New Salespeople Take FOREVER to Get Up to Speed! - June 26, 2012
Learn the key takeways from the 2012 Salesperson Onboarding Survey report in this episode of the Sales Management Minute.
How NOT To Get A Sales Job - June 12, 2012
Want to get hired in sales? In this episode of the Sales Management Minute, find out what NOT to do.
The 3 Words To Get Your New Hire Salespeople Up to Speed - June 04, 2012
Companies don't hire salespeople. They make a corporate investment in revenue. Learn the three words that ensures the investment yields a high return.
I Don’t Need My Sales Manager’s Help! - May 28, 2012
Some salespeople reject their sales manager's offer for help even though they really need it. In this episode of the Sales Management Minute, learn how to deal with this challenging situation.
Are You Unknowingly Turning Prospects OFF? - May 21, 2012
Salespeople are supposed to use words to fire-up prospects, but sometimes they backfire instead. In this episode of the Sales Management Minute, learn some common sales blunders.
4 Actionable Tips to Transition from a SalesTEAM to a SalesFORCE - May 14, 2012
Want to drive results from your salespeople? You need to transition from a sales TEAM to a salesFORCE? Learn how in this episode of the Sales Management Minute.
Your Price is Too High! A New, Unique Look At An Age-Old Sales Challenge - May 07, 2012
Business executives are frustrated by salespeople constantly asking for lower prices. In this episode of the Sales Management Minute, find out why those frustrated by the issue may also be to blame.
Top Sales Leaders Get Their Salespeople to Eat Broccoli - May 01, 2012
In this episode of the Sales Management Minute, learn how sales leaders bring out the best in their salespeople.
What Are Your Sales People Learning From Lost Sales? The Sales Inquest Process - April 23, 2012
No one like losing a sale, but there is much to be learned from the experience. In this episode of the Sales Management Minute, sales leaders learn how to implement a Sales Inquest Process to find out why the sale didn't happen.
How Do YOU Create Value for Your Prospects and Clients? - April 09, 2012
Salespeople are searching for ways to create value with their clientele. In this episode of the Sales Management Minute, learn an easy, free way to create value with your prospects and clients.
Why Most Sales People Are Stuck In REACTIVE Mode - April 02, 2012
There is a two-step process that most sales people follow that immediately derails their day. Learn how to avoid this time management peril in this episode of the Sales Management Minute.
What Did You Call Me? The Power and Peril of Salesperson Titles - March 19, 2012
There are many different titles used for sales people, but there are consequences when you use the wrong one. Learn how to select the right title for your sales roles in this episode of the Sales Management Minute.
The Four-Letter Word Prospects LOVE to Hear! - March 12, 2012
There is a four-letter word that excites prospects. In this episode of the Sales Management Minute, learn what that word is and how to use it to your advantage.
Do You Have What It Takes To Be A Sales Superstar? - March 05, 2012
Want to be a superstar salesperson? Learn how in this episode of the Sales Management Minute.
Are You Truly A Strategic Sales Manager? - February 27, 2012
Executives often describe their sales managers as strategic, but they don't really see them that way. In this episode of the Sales Management Minute, find out if you are truly a strategic sales manager.
You Can't Hire Great Sales People - So Stop Looking For Them - February 20, 2012
Executives often try to hire great sales people, but they should be looking for something else. In this episode of the Sales Management Minute, learn what you should look for in sales candidates.
Don't Search For A Great Sales Leader - Look For The Right One - February 14, 2012
Most executives search for great sales leaders which leads them to hire the wrong ones. In this episode of the Sales Management Minute, learn how to hire the right sales leader for your company.
Are Your Sales People Selling Pain or Pleasure? - February 06, 2012
Sales people have been taught to sell features and benefits - and it doesn't work. In this episode of the Sales Management Minute, learn the secret to engaging prospects.
Are Your Sales People Guilty of This Sales Crime? - January 30, 2012
When sales people are on the prowl for new business, they often commit a sales crime. In this episode of the Sales Management Minute, find out if you are guilty of this sales crime.
What Every Sales Leader Should Learn from Moneyball - January 23, 2012
The movie Moneyball teaches sales leaders a great lesson. In this episode of the Sales Management Minute, find out what every sales leader should learn from this movie.
The ONE THING That Sets Top Sales People Apart From the Pack - January 09, 2012
Wondering what top sales people do that the mediocre don't? In this episode of the Sales Management Minute, learn what rainmakers do that makes them top earners.
Your Sales People Will Miss Quota - Unless You Give Them This... - January 02, 2012
The beginning of the calendar year is a milestone in the sales manager/sales person relationship - marked by the issuance of sales quotas. In this episode of the Sales Management Minute, learn the key to ensuring your sales people are armed with the tools they need to achieve quota.
The Needs Analysis Questions Sales People Must Always Ask Prospects - December 12, 2011
Sales people are told to conduct a thorough needs analysis with their prospects, but what questions should be asked? In this episode of the Sales Management Minute, learn the questions sales people must ask prospects every time.
Is Your LinkedIn Presence Confusing Prospects? - December 05, 2011
There is a common mistake sales people make when using LinkedIn for business development. In this episode of the Sales Management Minute, learn how to avoid this pitfall.
Why Johnny Isn't Selling - And It May Not Be His Fault - November 28, 2011
When a sales person isn't performing as expected, the accountability finger points right at him. However, it may not be his fault. In this episode of the Sales Management Minute, learn how to protect your new sales person investment.
Never Encounter the Price Objection Again ... Guaranteed! - November 09, 2011
Most of you run into the price objection every day that you are in sales. In this episode of the Sales Management Minute, learn how to never experience the price objection again.
Is Your Sales Compensation Plan Sending the Wrong Message? - October 31, 2011
Wondering why your sales people focus on some tasks and not others? The sales compensation plan could be to blame. In this episode of the Sales Management Minute, learn how to avoid this compensation blunder.
The ONE Factor That GUARANTEES Sales Managers MISS Their Revenue Quotas - October 24, 2011
There is one factor that causes sales leaders to miss revenue targets...and it is not the sales pipeline. In this episode of the Sales Management Minute, learn what this factor is and how to avoid its peril.
Are You Making This Salesperson Recruiting Mistake? - October 10, 2011
There is a common mistake that companies make when recruiting sales talent. In this episode of the Sales Management Minute, learn what that recruiting error is and how to avoid it.
6 Sales Onboarding Mistakes That Can Lead to DISASTER! - October 03, 2011
When sales teams aren't performing as expected, the root cause could be founded in the sales person onboarding program. In this episode of the Sales Management Minute, learn the six common onboarding mistakes and how to avoid them.
The One Question You Need to Ask to Reach Your Sales Training Goals - September 27, 2011
Sales training events are almost never as successful as leaders want them to be. Leaders must think about sales training as an investment, rather than just an event. In this episode of The Sales Management Minute, guest host Mike Schultz, co-author of the The Wall Street Journal bestseller Rainmaking Conversations, will tell you the one question you must ask to get the most out of sales training.
Closing Is NOT the Problem - It's A Symptom! - September 13, 2011
When sales people aren't performing as expected, the kneejerk reaction is to focus on closing skills. In this episode of the Sales Management Minute, learn how to troubleshoot your sales team to get to find the reasons for subpar performance.
Do You Know the RIGHT TIME to FIRE A Sales Person? - September 07, 2011
No sales manager enjoys firing sales people, but there is a time when it must be done. In this episode of the Sales Management Minute, learn the two types of sales performance issues and the test that tells you when the time has come to end the relationship.
How Do You Develop A WINNING Finalist Presentation Strategy? - August 22, 2011
The finalist stage of the process is an exciting time, but there is work to be done to develop the winning strategy. In this episode of the Sales Management Minute, learn the SIX QUESTIONS that shape your finalist strategy presentation.
Are Your Sellers MISSING This OPPORTUNITY To Get Ahead of the COMPETITION? - August 15, 2011
Are your sellers looking for a competitive edge? Sure they are! And, the answer is right under their noses. In this episode of the Sales Management Minute, learn how to take what is perceived as a task and turn it into opportunity.
What Most Sales Forecasting Methodologies Are Missing - August 08, 2011
One of the expectations of sales leaders is that they accurately forecast sales. Yet, there is a missing element from the data they are receiving from their sellers which causes forecasting mistakes. In this episode of the Sales Management Minute, learn what causes these sales leader headaches and how to avoid it.
The Factor That Causes Both Sales Person SUCCESS and Sales Manager FAILURE - August 01, 2011
There is a factor that makes sales people successful and dooms sales managers. In this episode of the Sales Management Minute, sales managers learn how to avoid this fate.
Your Sales Person's First Day - Dream or Nightmare? - July 25, 2011
Your new seller's first day experience establishes the foundation for their tenure with your company. In this episode of the Sales Management Minute, learn how to avoid common first day blunders.
Prospect Voicemail Messages - Waste of Time or Lost Sales Opportunity? - July 18, 2011
There's an age-old debate of whether or not to leave a voicemail message for prospects. In this episode of the Sales Management Minute, learn how how to turn voicemail messages from a waste of time to an effective strategy.
Your Sales Process - Revenue DRIVER or Sales KILLER? - July 11, 2011
The reason for sales process is to drive consistent sales results. Yet, there is a common mistake made that causes the sales process strategy to backfire. In this episode of the Sales Management Minute, learn how to construct a sales process that your sales people love!
New Rep Syndrome - The Number One Killer of Effective Selling - July 06, 2011
There is an affliction that causes sales people to become ineffective. In this episode of the Sales Management Minute, learn the number one killer of effective selling and how to avoid it.
The Big Question Sharp Interviewers ASK THEMSELVES - June 28, 2011
There is a key question that top interviewers ask themselves when evaluating sales talent. In this episode of the Sales Management Minute, learn what these top interviewers ask that you should be asking too...and the indicators of candidate trouble.
The Hunter-Farmer Strategy: 3 Reasons Why It Often BACKFIRES - June 20, 2011
Separating your sales team into hunters and farmers may seem like a great idea. Before you implement it, check out this episode of the Sales Management Minute to learn how to avoid three common blunders.
Promoted and Fired - On The Same Day! - June 13, 2011
It could easily happen. In this episode of the Sales Management Minute, learn the keys to analyzing sales performance.
The BIG QUESTION Executives Need to Ask When Developing a Sales Compensation Plan - June 07, 2011
Are you paying sales commissions unnecessarily? You may be...if you have a traditional sales compensation plan. In this episode of the Sales Management Minute, learn the BIG QUESTION to ask to develop an effective sales compensation plan.
The Sales Interview Question That Makes You HIRE the WRONG Candidate - May 31, 2011
There is a commonly asked sales interview question that could lead you to make a poor hiring decision. In this episode of the Sales Management Minute, learn this sales candidate interview question to avoid and why.
Sales Training Is A Waste of Time! - May 24, 2011
In this episode of the Sales Management Minute, you will find out why sales training is a total waste of corporate resources.
Why Most Sales Compensation Plans FAIL? - May 16, 2011
There is a key point missing in the development process of most sales compensation plans. In this episode of the Sales Management Minute, learn the key to constructing an effective sales compensation plan.
The One Critical Question Top Sales Managers Ask of Their Sales People - May 09, 2011
Sales people are inherently optimistic. Yet, the same optimism that helps them succeed also causes them to fail. In this episode of The Sales Management Minute, learn the question top sales managers ask of their sales people to ensure success.
Have You Mastered The Two Keys To Becoming A Top Vice President of Sales? - May 02, 2011
There are two keys to becoming a rock star Vice President of Sales. In this episode of the Sales Management Minute, you learn what it takes to lead the pack.
Revenue Is NOT A Sales Metric! - April 25, 2011
Ask most business executives what metric they use to gauge their sales team and they will tell you it's revenue. In this episode of the Sales Management Minute, you will learn why revenue is not a sales metric and the 4 keys to developing your sales metric management system.
The Proof - You Believe the COMPETITION Is BETTER! - April 18, 2011
Sales leaders don't say the competition is better, but their actions convey that they believe it. In this episode of the Sales Management Minute, learn how to avoid this sales management mistake.
The Absolute Toughest Sales Management Role - April 11, 2011
There is one sales management role that is more challenging than any other one. In this episode of the Sales Management Minute, you will learn what that role is and the three keys to making it successful.
STOP Telling Your Sales People to CLOSE! - April 04, 2011
"Great sales people close..." Not true! In this episode of the Sales Management Minute, you will learn that this age-old expression misses the mark and how top sellers really achieve success.
The Worst Needs Analysis Question - March 28, 2011
There is an age-old, needs analysis question that sales people ask, but it hurts them more than it helps. In this episode of the Sales Management Minute, learn what that question is and why you should avoid it.
Will You Pass The $20,000 Test? Probably Not! - March 21, 2011
The figure $20,000 is merely a number, but business leaders don't always treat that number with the same level of scrutiny when spending it. In this episode of the Sales Management Minute, learn the $20,000 test that most business leaders fail.
Two Words Guaranteed To Turn Prospects OFF - March 14, 2011
There are two words often used by sales people that unintentionally kill their deals. In this episode of the Sales Management Minute, learn what those two words are so you can avoid them.
Why Role Playing Has No Place On Your Sales Team - March 08, 2011
Sales leaders regularly conduct role plays with their sales team. In this episode of the Sales Management Minute, learn a better approach to help your sales people improve.
Sell the Value! A Sales Management Coaching Mistake - February 28, 2011
When the price concern arises, sales managers tell their sales people to sell the value. Listen to this episode of the Sales Management Minute to learn why - sell the value - won't get the deal done and what sales people should do instead.
Why Can't I Attract Top Sales Talent - February 23, 2011
The economy may be challenged, but most still struggle to find top sales talent. Listen to this episode of the Sales Management Minute to learn the key to attracting top sales talent to your company.
Is Your Sales Person Onboarding Program Causing Underperformance? - February 14, 2011
How you handle the onboarding of your new hire sales people can be the determining factor between success and failure. Listen to this episode of the Sales Management Minute to see if you are making this sales person onboarding mistake.
Two Core Competencies That Top Sales Organizations Master - February 07, 2011
Whether the economy is great or terrible, there are two core competencies that you must master to ensure your sales team achieves its revenue target. Listen to this episode of The Sales Management Minute to learn those two core competencies and how to take the steps to master them.
How Do You Get Your New Hire Sales People Up to Speed...Fast? - January 31, 2011
How you onboard your new sales people could be the difference between disaster and bliss. Learn the 3 words that will help you develop your sales onboarding program in this episode of The Sales Management Minute.
The Secret to Effective Salesperson Interviewing - January 24, 2011
One of the toughest tasks for business executives is evaluating sales talent. Listen to this episode of the Sales Management Minute to learn the secret to effective sales person interviewing.
I Don't Have Any Customers - Neither Should You! - January 17, 2011
The worst thing your business can have is customers. Listen to this episode of the Sales Management Minute to find out why - and what you should seek instead.
Just Hired A Rainmaker - And, Just Fired Him! - January 10, 2011
How can rainmakers fail in a company? Well, it happens every day. Listen to this episode of the Sales Management Minute to learn how to help your new hire sales people succeed...fast.
The Secret to Getting Your Salespeople's New Year's Resolutions to Stick - January 03, 2011
Most New Year's Resolutions fade away quickly. Yet, there is an opportunity for you to help your sales people stick to theirs. Listen to this episode of the Sales Management Minute to learn the secret to getting goals to stick.
The Secret to Hiring the RIGHT Sales Leader - December 13, 2010
Is there any more critical role in a company than that of the sales leader? In this episode of the Sales Management Minute, learn the secret to hiring the RIGHT sales leader for your circumstance.
The Holiday Season - Time For Sales People To Rest...NOT! - November 29, 2010
Sales people often look at the time between Thanksgiving and New Year's as dead selling time. Yet, there is only one reason why deals aren't done this time of year. Listen to this episode of the Sales Management Minute to find out that reason.
The One Word That Sabotages Sales Performance - November 15, 2010
There is a word that if you can get your sales team to stop using it, their performance will skyrocket! Listen to this episode of the Sales Management Minute to learn the word that sabotages their performance.
The Sales Compensation Plan Mistake That Is Killing Your Business - November 08, 2010
Does your sales compensation plan align with what you expect your sales people to do? Listen to this episode of the Sales Management Minute to learn how to avoid a common sales compensation plan mistake.
The Interview Questions You Must Ask Of Every Sales Candidate - November 01, 2010
Regardless of your company size or industry, there are certain questions that should be asked of every single sales candidate that you consider. Listen to this episode of the Sales Management Minute to learn what those questions are.
Why EXPERIENCE Is Meaningless To Prospects - October 25, 2010
Sales people often talk about experience as a differentiator. Yet, experience doesn't have the oomph they think it does. Listen to this episode of the Sales Management Minute to learn what really impresses prospects.
The Needs Analysis Tool GUARANTEED To Get More (and Better) Information From Prospects - October 18, 2010
Most needs analysis discussions feel like an episode of Law & Order with the prospect under the spotlight. Listen to this Sales Management Minute episode to learn a tool that will change this dynamic of your needs analysis meetings.
Don't Hire Another Salesperson! - October 11, 2010
One of the biggest mistakes companies make is hiring a sales person. Listen to this episode of the Sales Management Minute to learn a more effective strategy to grow your sales team.
Great Sales Skills - Not The Only Ingredient In A Successful Sales Team Recipe - October 04, 2010
Sales leaders heavily focus on skill enhancement for their sales team. Yet, there is another key ingredient that drives sales. Listen to this episode of the Sales Management Minute to learn what this ingredient is and how to use it for explosive results.
Are Your Sales People Wasting YOUR Most Precious Resource - September 20, 2010
What is YOUR most precious resource? It's probably not what you think it is. Listen to this episode of the Sales Management Minute to learn what YOUR most valuable resource is and how to maximize it.
The Pre-Call Sales Strategy Your Sales People Are Missing - September 13, 2010
You've instilled the importance of a pre-call sales strategy in your sales people, but they are missing a key component. Listen to this episode of the Sales Management Minute to learn what they are missing and how to make your sales people more effective.
Salesperson Onboarding - Requirement or Luxury - September 07, 2010
One of the major causes of underperforming sales people is the on-boarding experience. Listen to this episode of the Sales Management Minute to learn how to develop your sales person on-boarding program to ensure success.
The First Step To Designing A Winning Sales Compensation Plan - September 01, 2010
Is your sales compensation plan helping you get the most from your sales people? Listen to this episode of the Sales Management Minute to learn the first question to ask yourself when designing an effective sales compensation plan.
No One Cares What Your Salespeople Want - August 23, 2010
Somewhere along the line, your sales people developed a habit that is turning off their prospects. Listen to this episode of the Sales Management Minute to learn what that habit is and how to turn prospects on.
The Place Where Deals Go to Die - August 16, 2010
There is a place where deals go to die, but sales people can save them...if they know how. Listen to this episode of the Sales Management Minute to learn how to avoid this deal fate.
Is Your Sales Training Missing This Ingredient - August 09, 2010
Tim Hagen, Founder of Sales Progress, is the guest host of this week's Sales Management Minute episode. This show illustrates why training reinforcement is needed and how it impacts the bottom line. Too much training is event based - and stand alone - with no reinforcement to help sales people transition the teachings into their selling system.
Handling the Sales Candidate Who Wants A Better Offer - Stand Firm or Negotiate? - August 02, 2010
When you make a job offer to a sales person, are you willing to negotiate? Listen to this episode of the Sales Management Minute to learn key considerations when deciding whether or not to negotiate the offer.
Two Words To Laser-In On Sales Performance Issues - July 26, 2010
When sales people aren't performing at expected levels, do you know why? There are two words that will guide you to the solution. Listen to this episode of The Sales Management Minute to learn how to improve sales performance.
5 Keys to Hiring A Sales Trainer - July 19, 2010
When revenue isn't where it should be, the kneejerk reaction is to hire a sales trainer. Listen to this episode of the Sales Management Minute to learn the five keys to a great sales training experience.
Record Unemployment - And I Still Can't Find Strong Sales Talent - July 05, 2010
Despite the unemployment statistics, the war for the best sales talent continues. Listen to this episode of the Sales Management Minute to learn the secrets to sales hiring success.
Stop Looking for GREAT Salespeople – They Don't Exist - June 29, 2010
You don't believe the title? Listen to this episode of the Sales Management Minute and you may change your mind.
The Single Most Important Skill Every Sales Manager Must Master - June 22, 2010
There is one skill that every sales manager must master... Some think it's coaching. Others think it's driving performance. Those are important, but there's one even more important. Listen to this episode of the Sales Management Minute to learn the single most important sales management skill and the steps to take to master it.
The 4 Things Procurement Is Looking For - And It's Not Low Price - June 17, 2010
Sales people often think that Procurement Agents only care about price. Not true! There are four things they are analyzing. Listen to this episode of the Sales Management Minute to learn how to align your sales strategy with the evaluation process of Procurement Agents.
The Toughest Sales Management Role - June 08, 2010
Sales managers play many roles, but there is one that challenges them the most. Listen to this episode of "The Sales Management Minute" to learn the toughest sales management role and how to overcome success obstacles.
Does Multi-Tasking Make Sales Managers LESS Effective - June 01, 2010
As a sales manager, you are pulled in a million different directions and expected to get it all done. While multi-tasking is a critical sales management skill, it could also be making you less effective. Listen to this Sales Management Minute episode to learn how to avoid the multi-tasking peril.
Are Your Sales People Guilty of Malpractice - May 25, 2010
Solution Sales Person... Catchy expression or a role description for your sales people? Doctors who misdiagnose patients lose their license. Perhaps, the same should be done with sales people who mishandle prospects. In this episode of the Sales Management Minute,hear what happens when a sales person misdiagnoses the needs of a prospect.
4 Questions Every Sales Manager Must Ask Before Agreeing to a Pilot Program - May 18, 2010
A pilot program isn't an award of the business, but rather a key step of the buying process. In this episode, learn the 4 questions sales managers must ask of their sales people to ensure a successful pilot engagement.
6 Expectations Clients Have of Partners - part 6: Genuine - May 04, 2010
There are six expectations that must be met if you are to be perceived as a partner...not a vendor. This episode of the Sales Management Minute deals with the last of the of the six expectations.
6 Expectations Clients Have of Partners - part 5: Suggestive - April 27, 2010
There are six expectations that must be met if you are to be perceived as a partner...not a vendor. This episode of the Sales Management Minute deals with the fifth of the six expectations.
6 Expectations Clients Have of Partners - part 4: Accountable - April 20, 2010
There are six expectations that must be met if you are to be perceived as a partner...not a vendor. This episode of the Sales Management Minute deals with the fourth of the six expectations.
6 Expectations Clients Have of Partners - part 3: Analytical - April 14, 2010
There are six expectations that must be met if you are to be perceived as a partner...not a vendor. This episode of the Sales Management Minute deals with the third of the six expectations.
6 Expectations Clients Have of Partners - part 2: Consultative - April 12, 2010
There are six expectations that must be met if you are to be perceived as a partner...not a vendor. This episode of the Sales Management Minute deals with the second of the six expectations.
6 Expectations Clients Have of Partners - part 1: Knowledgeable - April 08, 2010
There are six expectations that must be met if you are to be perceived as a partner. This episode of the Sales Management Minute deals with the first of the six expectations.
The Biggest Salesperson Insult - April 06, 2010
There is a word that prospects use that may as well be a four-letter word. Listen to this episode of The Sales Management Minute to learn what that word is...and how to avoid this insult.
Have Your Sales People Become Dinosaurs? - March 29, 2010
Is the sales approach your people are using yesterday's news? Listen to this episode to learn the secrets to aligning your message with the needs of your prospects.
The Two Most Powerful Words GUARANTEED To Make Your Sales People Sell More - March 25, 2010
There are two words that I personally guarantee will help your sales people sell more than ever before. Listen to this episode to learn those two words...and put them into practice.
How to Boost Sales Team Morale and Energize Your Entire Company - March 22, 2010
Times have been tough, but there are still sales victories. In this episode, you'll learn how to celebrate these successes without spending a penny to rejuvenate your sales team - as well as the rest of the employees.
Why Top Performers Need Their Sales Manager - March 18, 2010
Many sales leaders spend most of their time working with their bottom and middle producers. Listen to this episode to learn why top performers need their sales managers.
Why Your Salespeople Resent Your Sales Meeting - March 15, 2010
Sales managers plan to put on a sales meeting their team will love, but find their people resent the meeting. Listen to this episode to learn the often-missed ingredient when creating a sales meeting agenda.
'Treat Me Like A Business Owner' - Do You REALLY Know What That Means - March 11, 2010
Sales people often say they want to be treated as if they run their own business. Yet, their definition and real life business ownership are very different. In this episode, learn what it takes for sales people to really be business operators.
Do You Have A Sales Department -- Or A Sales Force - March 07, 2010
These two expressions are often used as synonyms, but they are far from it. Listen to this episode to learn the difference.
Is Passion Doing Your Sales People In - March 04, 2010
While passion helps some sales people to succeed, it causes others to fail. Listen to this episode to learn how to help your sales people channel their passion.
Great Sales Call or Flop - Do Your Sales People Know the Difference - March 01, 2010
In complex sales, every prospect meeting means moving one step closer to the deal...at least, you hope. In this episode, you will learn the key question to ask your sales people to make sure they are prepared for every sales call.
What Are Your Salespeople Learning From Lost Sales - February 25, 2010
No one likes to lose a sale, but there is a wealth of learning that can come from the experience. Listen to this episode to discover how to create a learning experience from a lost sale.
Your Sales Job Ad: Turn On or Turn Off - February 24, 2010
Your sales job ad is intended to drive sales candidates to your company. Maybe it's sending them away. Listen to this episode to learn how to attract sales talent.
A Great Way to Make Cold Calling Fun for Your Sales Team - February 21, 2010
Sales people hate cold calling, but it is the sales managers' job to make sure they are building a healthy pipeline. Listen to this episode to learn an easy way to make cold calling fun and competitive.
Is the Sales Quota You Set Meaningless? - February 17, 2010
Sales people hitting or missing quota is not necessarily an indication of their performance level. Listen to this episode to learn the key to setting quotas that have meaning.
A Unique, Powerful Way to Screen Sales Candidates without Spending a Dime - February 16, 2010
In this episode, you'll learn a specialized technique to screen prospective sales hires ...exposing the winners from the pack.
You Hired One Salesperson, But What About The Ten You Didn't? - February 12, 2010
You've hired the sales candidate you want, but do you pay any mind to those you didn't? You better! Listen to this episode to learn why.
Why Sales Training Fails In Most Companies - February 11, 2010
There are 3 reasons why sales training fails in companies. Listen to this episode to avoid those mistakes when hiring a sales trainer.
Will Your Salespeople Pass the Flinch Test? - February 10, 2010
There is a test that professional buyers give sales people to negotiate price. Listen to this episode to see if your sales people are flinching?
Why Fast Growth Companies Have High Sales Turnover - February 09, 2010
There is one major reason why fast growth companies can't keep a sales team together. Listen to this episode to learn what that is and how to stop it.
What Is The Greatest Gift A Sales Manager Can Give to their Sales Team? - February 08, 2010
There is something that every sales person wants from their sales manager. It costs managers nothing, but could be their secret to hitting this year's revenue target. Listen to this episode to learn what that gift is.
The Secret to Successfully Onboarding Your New Sales Hires - February 07, 2010
Companies either hand their new sales person the phone book or give them the fire hose treatment as their onboarding plan. Neither of these plans work. Listen to this episode to learn the secret to success when onboarding salespeople.
Does Your Sales Compensation Plan Convey the WRONG Message - January 29, 2010
There are few business decisions more critical than how you compensate your sales team. Listen to this episode to learn the sales compensation plan test.
Why Your Sales Pipeline Report Looks Like An EKG - January 27, 2010
Does your sales team's pipeline have peaks and valleys that make you pull your hair out? Listen to this episode to learn how to change this trend.
People Don't Buy Low Price, But Your Sales People Think They Do - January 24, 2010
Sales people lose the business and blame price for the loss. Listen to this show to learn the real reason they didn't get the deal and help them avoid making this mistake again.
Is Your New Sales Rep Ready to Quit? - January 20, 2010
You work so hard to recruit sales people, but are you making them want to leave your company just as quickly? Listen to this show to learn how to avoid this trap.
Are You Making This Mistake When Interviewing Sales Candidates? - January 19, 2010
Sales managers are so focused on their interview agenda that they forget a critical part of the sales talent screening process. Listen to this show to learn how to avoid this mistake.
Don't Hire Another Sales Person Until You Ask Them For This - January 17, 2010
There is a screening technique that will help reduce the possibility of hiring the wrong sales people. Listen to this show to learn how to incorporate this tool into your sales talent screening program.
The Keyword to Focus On When Designing Sales Manager Compensation Plans - January 10, 2010
There is a keyword to keep front of mind when designing a compensation plan for sales managers. Listen to this episode to ensure you design the right plan for your sales managers.
The Tool Your Sales Team Is Abusing - January 09, 2010
There is a step of the process that 99% of deals go through, but little time is spent mastering it. Listen to this show to learn what it is and how to leverage it.
Why Sales Hiring Assessment Tools Don't Work - January 08, 2010
There is a major issue with using sales hiring assessment tools, but it's not the technology. Listen to this episode to find out what causes them to fail.
There Is Only One-Time Your Sales People Can Ask For Referrals - January 06, 2010
Does your sales team know the one time when they can ask for referrals? After all, there is only one time in the relationship spectrum when it is appropriate to ask for them.
The Best Time of the Year to Recruit Sales Candidates - January 05, 2010
There is one time of the year that is best to recruit sales talent for your team. Do you know when that is? Listen to this episode and find out.
The One-Word To Get Your Sales Team On Track - January 02, 2010
What message will you deliver to your sales team to get them ready for success in the new year? Listen to this show to learn the foundation word for your team.
Think Twice Before Hiring Your Competitor's Sales People - December 29, 2009
While hiring sales people from the competition is tempting,there could be a major flaw in your new hire. Listen to this show and find out what may be missing.
Sales Manager or Sales Leader - Is There A Difference - December 28, 2009
Are all sales managers also sales leaders? Are all sales leaders managers? Are these synonyms? Can you be one without the other? Listen to this show and find out.
Does Your Quarterly Business Review (QBR) Provide Value for Your Clients? - December 21, 2009
Business reviews provide a great opportunity to demonstrate value to your clients. Are you leveraging this face-time opportunity? Listen to this show and find out.
The Most Arrogant Sales Expression - December 19, 2009
There is an expression that is commonplace among sales organizations, but it sends the wrong message to the team.
Revenue Is Not A Sales Metric - December 15, 2009
Identifying the right sales measures and metrics are key to driving sales performance. However, revenue doesn't tell you the whole story. Sales managers can't affect revenue, they can affect the metrics that lead to it.
Two Words GUARANTEED to Help Your Sales Team Sell More - December 10, 2009
There are two words that are guaranteed to knock your sales team's quota out of the park.
Why Your Sales People Can't Get Referrals - December 09, 2009
A little change in how your sales people ask for referrals can dramatically improve their success.
Never PROMOTE Your Top Rep to Sales Manager - December 03, 2009
Before making a sales rep into a sales manager, there are some key considerations.After all, it's not really a promotion. Is it?
The Key to Developing the Right Sales Compensation Plan - December 02, 2009
Sales compensation plans double as a job description for your sales team. Use the equilateral triangle method to ensure the plan drives the right behaviors.
Develop A Social Media Policy To Guide Your Sales Team - November 29, 2009
Provide your sales team with guidance and structure so they successfully leverage social media tools to extend your marketing dollar.
Handling the Blind RFP - November 23, 2009
Is a blind RFP an opportunity or a lead? Listen to this show and find out.
The Power of One Word - November 22, 2009
A subtle change in the approach your sales people take can dramatically improve their results.
3 Key Words to Effective Sales Onboarding - November 19, 2009
To establish a solid foundation for your new hire sales person, a program is needed to help them succeed.These three words give you focus for your on-boarding program.
Get Rid of Your Customers Now! - November 18, 2009
If you have customers, trouble lies ahead...
Developing The Profile Of Your Ideal Sales Person - November 17, 2009
Hiring the right sales people starts with the development of your ideal sales person profile.
Never Let Your Sales People Cold Call! - November 16, 2009
The practice of cold calling as we know it is dead...at least it should be.
Dealing With A Sales Rep Who Needs Help, But Doesn't Want It - November 15, 2009
As a manager, it's your responsibility to help your sales people succeed, but what do you do when a struggling rep rebuffs your efforts?
There Are No Great Sales People! - November 08, 2009
In this episode of the Sales Management Minute, learn why there are no great sales people...and what you should look for in prospective sales hires.