Working in the sales industry, you meet a lot of business owners and managers that prefer a commission-only pay structure for their salespeople. There are a lot of beliefs that it’s more motivating for salespeople if they don’t receive a salary or if they only bring home a paycheck when they work extra hard. […]
Sales is unique because the languages and expectations are different from company to company. We even see varied techniques and processes between people on the same team, which makes the job very difficult to track and manage. However, there are key sales metrics that every business should track, no matter what. The Most
Deciding to get better at something takes some guts. And frankly, so does tracking KPIs. You have to look at the things you’re doing wrong or not doing well enough. And you have to come face-to-face with your flaws and gaps in knowledge. That’s why most salespeople refuse to track their numbers. All of their
Do you know how some salespeople always seem to be on all the time? Guess what; they’re really not. They just know how to stay motivated in sales even if they’re not feeling it. If you’re a big biography reader, you may have noticed a trend with very successful people. Almost all of them
How to Stay Motivated in Sales Even When You’re Not Read More »
One thing that all salespeople can agree on is that having a deep pipeline lessens some pressure. But that’s also part of the problem because, and I hate to say this, it can lead to laziness. That’s why managing the sales pipeline is always important, no matter your current situation. It’s easy to forget
If you’re the owner or manager, you already know how challenging it is to find the right people. It’s even harder in sales. You think you know how to hire successful salespeople, but it keeps proving to be more difficult than you expect. How many times have you hired a new salesperson that looked
Go to any bookstore. You will find dozens, maybe even hundreds, of books on training employees and team members. Do you know what you don’t see as often? Books on training salespeople. Since too many people believe selling is an inherent trait or natural talent, businesses primarily focus on sales training for their products
Training Salespeople to Succeed by Letting Them Fail Read More »
Being a manager isn’t easy. Being a sales manager might be even harder. But learning how to lead a sales team might not be quite as hard as you think. Part of what can make it difficult is that you have to be able to encourage people to sell. And selling is widely looked down upon
The rivalry between sales vs marketing is as old and well-known as the Hatfields and the McCoys. For too many companies, there is a huge gap between the two. But a company that wants to thrive needs them both. So why and how do sales and marketing work together? First, let’s look at why
Sales vs Marketing: How They Can Work Together (and why they often don't) Read More »
The debate over sales hunters vs farmers and which one is better for your business has been going on forever. We’ve all watched movies where the strong-armed salesperson brings in a huge amount of clients or money, making everybody rich beyond their wildest dreams. Of course, the conclusion is usually that everything comes crashing
