If you’re a founder still having your own sales conversations, I don’t have to tell you you’re wearing a lot of hats. There’s nothing wrong with it; I’m in the same boat—by choice, no less. But it’s something I would not have been able to do without taking a DiSC Personality Assessment first. You’re pitching […]
How the DiSC Personality Assessment Helps Founders (and Everybody Else!) Read More »
Selling comes with a lot of rejection and confrontation. Many people don’t want to talk to you; others think you’re just trying to sell them more than they need. No matter how good or experienced you are, these things start to take a toll unless you have the right sales mindset. Believe me, I didn’t
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
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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
One of the most fundamental parts of scaling your business is knowing when and how to hire salespeople. You want to do it right the first time, but it’s a daunting task if you’ve never done it before. If you’re like many entrepreneurs, you or your small team are probably wearing a lot of hats,
When you’ve been the only one selling, it’s natural to feel nervous about handing that responsibility to someone else. After all, no one knows your offer, your clients, or your voice better than you do. However, once you have or will soon have a salesperson, your role shifts from closing deals alone to training salespeople
Training Salespeople to Succeed by Letting Them Fail Read More »
Building a sales team is a huge milestone. But leading one? That’s a different skill entirely. So, if you’re in the planning process of hiring salespeople, you also need to have a foundation for how to lead a sales team. Assuming you’re a founder who’s done most of the selling yourself, you may already realize
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