Sales Success: A Guide for New Reps

Congratulations on your new role as a salesperson! Before you jump into the deep end, it’s essential to understand what it takes to be successful in this role. This guide will provide you with strategies and tips to maximize your success in your first month as a salesperson and beyond. As a salesperson, your primary […]

Building Financial Acumen as a Sales Professional

“I just closed a deal with a 60 percent gross margin!” a new sales hire proudly told me early in my sales management career. I nodded and said, “That’s great. What’s the net margin? The salesperson looked confused and asked, “Net margin, what’s the difference?” I laughed and said, “Gross margin is like your commission […]

Advice for My Twenty-Year-Old Self

We often wish we could have done things differently, especially regarding our sales careers. I am frequently asked, “What advice would you give someone just starting out in their career?” There are moments I wish I could go back and change, but since I can’t, I thought I would share the advice I would give […]

Career Tips for New Sales Reps

“What suggestions would I share with someone considering a career in sales?” That is the question I was asked recently by a college graduate. Reflecting on that question, my early sales career, and what I’ve learned leading a sales training company, I realized I would have done things differently. If I were just starting (or […]

How to Spark Your Sales Creativity

The prospect is not returning my calls. It’s impossible to connect with the decision-maker. The gatekeeper keeps dropping my calls into voicemail. I’m going to miss my numbers. Maybe I don’t belong in sales. These are thoughts we’ve all had during a sales rough patch. When sales are slow, it’s not an excuse to get […]

5 Career Trajectory Changing Tips For New Sales Reps

Starting your career in sales and wondering how to maximize your results? Been there, done that. In this article, we outline the five tips to maximize your sales career. Taking action on any one of these five tips will improve your career. Taking massive action and adopting all five will exponentially change your career trajectory. […]

Growing Sales With Self-Discipline

In sales, most of us know what we need to do. Yet sometimes, we don’t do it. Often, we call it a lack of motivation. In truth, it’s likely a lack of self-discipline. Some days it can be harder to overcome these challenges than others. We may tell ourselves we don’t have the time or […]

What Modern Sales Has in Common With Sports

What is your definition of sales? If you ask ten sales reps, that question will get you ten different answers. The dictionary defines sales as “the exchange of a commodity for money.” That definition makes us wonder if Webster spent any time actually trying to sell their dictionaries. In the real-world, sales is a complex and […]

Tom Brady: The Best Sales Rep That Never Was

You don’t need to be a football fan to know that Tom Brady is the greatest quarterback of all time. His accomplishments on the field are unequaled in the history of football. Between his 7 Super Bowl wins and 5 Super Bowl MVPs and his 243 regular season wins, his record as quarterback is the […]