Yearly Archives: 2020
Managing Change when Launching a New Sales Compensation Plan
For our second post in our in-depth look at change management, we’re going to look at the challenges that come into play with adjusting your sales compensation plan. With the switch to virtual selling in our present pandemic environment, no doubt many organizations are taking a look at their sales compensation plans and considering this […]
Best Sales Training Techniques for Success
Effective sales training techniques vary based on how the information is being delivered and the type of goals that are trying to be achieved. The methods used for prospecting are distinct from what’s necessary to retain long-term clients or customers. Regardless of the particular situation, sales training can be a crucial component when figuring out […]
How to Build a Great Sales Team
Knowing how to build a sales team that works effectively together serves as the backbone of any successful organization. It requires full attention at all levels, starting with making the right hires to executing top-level strategies to meet company goals and initiatives. Whether you’re just getting started with building out your sales team or restructuring […]
How to Get Better at Sales: A Complete Guide
There’s a longstanding joke that goes, “How do you get to Carnegie Hall?” and the answer is simply: practice. The same concept can be applied to getting better at sales. Sales methods have evolved over time from cold calling and in-person sales pitches to virtual demos and social media connections. While all methods have a […]
Coaching Against a Defined Methodology
Like all aspects of selling, sales coaching has undergone changes. In the early days, coaching was, at best, random. Managers provided feedback on an as-needed basis, pointing out tips or tricks to address specific issues or problems. From there, as organizations realized the value of coaching, managers adopted an informal approach, in which coaching guidelines […]
What Essential Soft Skills Should Effective Sales Leaders Master?
When most people think of skills, they often think of performing an action, such as dribbling a basketball or, in sales, delivering a presentation. However, in both basketball and sales, there are other “soft” skills, such as being social, communicating, and having a positive attitude, that are equally important in achieving success, on the court […]
The Sales Wisdom of Tony Hsieh
The tragic and sudden death of Tony Hsieh, the visionary tech entrepreneur, venture capitalist, and cofounder of on-line retailer Zappos, was a shock to the business world. Here in Las Vegas, home to Zappos and their more than 1,500 employees, the loss has been particularly devastating. Since moving to Las Vegas from San Francisco in […]
How to Identify Sales Coaching Opportunities
For any sales organization, coaching is an essential component of success. Leaders must ensure their teams utilize the best practices to take advantage of opportunities. From a haphazard, random coaching approach to an informal approach that lacked a specific agenda to a formalized process, in which coaching is regularly scheduled and follows prescribed activities, coaching […]
Leveraging Emotional Intelligence When Selling Remotely
Emotional intelligence is defined as one’s ability to recognize, understand, and manage their own emotions and those of others. Although the term dates from the 1960s, it first gained widespread use after the publication of the 1995 book Emotional Intelligence by the science journalist Daniel Goleman. In it, Goleman describes five skills crucial to emotional […]