Due to the challenging and dynamic nature of sales, it can be difficult for executives to nail down goal-setting and strategic sales development initiatives amongst their sales teams when there are many paths to success and many external variables outside of a salesperson’s control. Still, however, organizations need to implement the right tactics that ensure… Read more »
Emotional Intelligence Makes Your Sales Team Better. Here’s How.
42% of employees site their workload as the leading cause of stress in the workplace. High levels of stress can lead to decreased health and low productivity — and stress is especially prevalent in a sales career. Beyond things like a healthy work/life balance and a supportive company culture, emotional intelligent employees will demonstrate a… Read more »
Not All Sales Look Alike [Infographic]
Developing Your Team: What Makes a Successful Salesperson?
Not sure how to create a team of successful salespeople? Start by hiring the right candidate. Making a bad hire will set your team off on the wrong foot. So, how do you know you’re making the right decision? Look for these six traits or the potential to cultivate these characteristics in candidates. A good… Read more »
5 Qualities that Separate Extraordinary Salespeople from the Rest
Sales is a competitive business and a tough one at that. If a candidate doesn’t have the right qualities in place, your team and company are going to lose big. So, what makes an individual a good fit for the job? These five traits of sales effectiveness separate the extraordinary salespeople from the rest. Self… Read more »
6 Qualities to Look for When Hiring Service Roles with Upselling Responsibility
You know what a good customer-service person looks like: friendly but not overly talkative, attentive, follows the system, knows when to bend and when to hold firm, and manages workflow in an organized, quality-minded way. You also know what a good salesperson looks like: competitive, results focused, persistent, and resilient. Those are two different people…. Read more »
This Personality Attribute Can Improve Sales Performance
Warning: we’re going to begin with a Star Trek analogy, but then we’ll do a sports one. That should cover everybody, right? Even people who don’t care one bit about Star Trek (what!) know that Captain Kirk is a high-risk, high-reward type of leader and that Spock is his calm, logical sidekick. Spock may be… Read more »
The “Model” Salesperson
You’ve seen them … job postings for sales positions that range between wishful and delusional thinking on the part of whoever posted it. The list of demands often reads something like..
Sophisticated Buyer: Meet the Sophisticated Salesperson
We have witnessed the “death” of the archetypal salesperson; first, he simply evolved to fit the changing times. Willy Loman became Alec Baldwin’s Blake (A: Always, B: Be, C: Closing) of Glengarry Glen Ross…
Why Do The Strongest Of Salespeople Frequently Flounder As Managers?
If Wayne Gretzky’s ill-fated attempt at coaching taught us anything, it’s that a positive correlation between strong individual performance and leadership success might not exist. Same thing with Michael Jordan as an NBA owner…