Colleen Stanley

Are you missing, meeting or exceeding sales goals?

What's the difference between sales teams that consistently achieve sales goals and those that consistently don't? There are many factors that must come together for sales success: get the right people on the sales bus. Have an effective sales leader driving...

Don’t Overcome Sales Objections – Bring Them Up!

Many sales managers and salespeople ask this question, "Can you teach me or my sales team to overcome objections?" The answer is yes and no. Outdated sales training still teaches this strategy often telling the salesperson that he will need to overcome...

Three Ways Top Salespeople Close More Deals

Three Ways Top Salespeople Close More Deals How are you and your sales team progressing towards 'closing deals' and hitting second quarter sales goals? While there is no 'magic bullet' for sales success, there are four best practices that I consistently see great salespeople...

Sales cooperation and competition – is your sales team cheering for one another?

Salespeople are hired for their competitive drive and desire to win. They are paid on performance where the numbers and results are highly visible. So how in the world can a sales manager expect this type of person to cooperate and be a contributing...

Give a Cheer – Go Sales Team

I am in the middle of reading the bestselling book, The Orange Revolution. Based on a 350,000 person study by the Best companies Group, authors Adrian Gostick and Chester Elton, share the drivers and characteristics of high performing teams. I found myself thoroughly enjoying Chapter...

Resiliency and Sales Results – Part III and IV

R = Reach. Dr. Stolz's research shows that highly resilient individuals and organizations are able to limit the reach of adversity. In other words, they don't kick the dog when they get home. Salespeople who are not able to handle adversity experience higher levels...

Resiliency and Sales Results – Part II

O – Ownership. Ownership is defined by Stolz as owning the outcome of the situation– regardless of the origin. A great example comes from a young sales manager who did not have a big budget for incentivizing her sales team. And...

Resiliency and Sales Results

What is the reason when the going gets tough, some sales organizations get tougher while others turn to excuses and non-productive behavior? Dr. Paul Stolz, author of the "Adversity Quotient," is an expert on why some organizations thrive and survive...

The New Reality Show: Sales Survival

Reality shows are all the rage and a new one is emerging on the business front:  salesperson survival.  A question often asked by business owners and sales managers is, "Do I have the right salespeople on-board to get me through this type of business...

Sales Management – Three leadership mistakes that decrease sales results

#1:  80/20 Rule:  Not coaching and training veteran salespeople.  CEO's and sales managers often believe that a veteran salesperson doesn't need continuous sales training and coaching.  Not true.  Take a look at the NFL.  This organization recruits the top 1% of the players...

When the going gets tough, the tough salesperson gets tougher

Tough economic times quickly separate average salespeople away from excellent salespeople.  An average salesperson can sell in good economic times, however, it's the  excellent salesperson that figures out a way to make quota during tough economic times. Here are some best practices from...

Are you a salesperson or consultant?

I had the privilege of hearing Patrick Lencioni  speak last week at the National  Vistage Conference.  He is an outstanding speaker:  funny, genuine and smart.     He spoke for over two hours so it's hard to recap all the good content.  Here are some of...

Sales Processes are Efficient. People are Not.

There have been a number of sale books written on the power of relationships. (Facebook is building a small country based on relationships.)   Most people in the sales profession agree that realtionships are key in closing business.  So here is my question or confusion. We...

How You Could Be Hurting Your Referral System

Firms invest thousands of dollars every year in creating a compelling brand. Once created, well-designed pieces of collateral hit the streets through different venues: email newsletters, direct mail, blogs, and videos. All are important strategies and tactics for generating qualified opportunities. There is another strategy,...

Will This Sales Dog Hunt?

You conducted the interview and the sales candidate was impressive. The resume touted success and awards. And the references all gave a thumbs up. So what's the reason your new sales hire is falling way short of expectations? Where are...

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