Author Archive | Richard Ruff

Coaching sales strategy – 4 tips for sales managers

Blog post by on July 26, 2014

Ask sales managers and salespeople what makes them successful. The answer we hear most often is: The best salespeople sell strategically and the best coaches help them learn how to do it.  Sales managers can’t help salespeople …

Achieving sales excellence – a story about sweet spots

Blog post by on July 23, 2014

Sweet spot on gathering information Achieving sales excellence is not a business as usual challenge.  Industries are going through transformational changes that are impacting what companies buy, how they buy, and what they are willing to pay …

Sales role plays – do them right then they work

Blog post by on May 6, 2014

From time to time we hear disparaging words about the use of role-plays in sales training programs.  The particular complaints vary from salesperson to salesperson.  Some say: “They just don’t work – not realistic.”  Others comment: “Role-plays …