There are a variety of Assessment Tests out there that managers use to try and determine viability of current or future salespeople. Here’s a sampling of types: Psychological Test Personality… read more →
The sales blogs are all abuzz with talk about the current status of sales prospecting and cold-calling. Let not your heart be troubled. Even with the onslaught of new sales… read more →
Depending on who you’re listening to or reading, you may be getting the message that economically the marketplace is “turning the corner.” Maybe, maybe not. As for your own personal… read more →
Some say it takes 21 days to change a habit. We maintain it takes 90 days to upgrade your sales organization.
It’s the final lap. You’ve lived through the year and now see the final hurdle, the December closing and quarter wrap-up. Just when you’re ready to ease it on in,… read more →
I’ve seen the future and, while promising, it needs some work. Over recent months I’ve been training sales teams with many of the reps under the age of 35. (Everyone… read more →
A wise man taught me years ago: “There are 2 types of people in this world, those that make excuses and those that find a way.” I’ve applied this simple… read more →
Another quarter down as we move into summertime. Time to regenerate the team and shake up the marketplace. Rally around a win, a new product announcement, a white paper, a… read more →
Many executives believe the ramp-up time for a new sales rep to full productivity is less than 3 months. This is predominately a myth. Ramp-up times of 6 months or… read more →