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Archive | Sales Performance

Onboarding salespeople – yesterday’s good is not good enough

Blog post by on August 21, 2014

How salespeople are onboarded is a significant factor for building sales success.  Unfortunately, it is historically one of the most underemphasized aspects of sales performance development.  Great onboarding programs for new sales people are still the exception. …

Your prospect’s assistant is an ally, not an obstacle

Blog post by on August 21, 2014

In most sales situations, if you’re treating the administrative assistant who supports the decision-maker as a gatekeeper, you’re introducing unnecessary friction into your sales process.  You may actually lengthen your sales process, and decrease your chances of …

Stop Wasting Time On Forecasts!

Blog post by on August 20, 2014

Over the past several weeks, I’ve spent a lot of time talking and corresponding with lots of people on forecasts.  An article I wrote several years ago, The Most Used, Useless Metric In Sales has been republished …

Four Reasons Why Salespeople Shouldn’t Multi-task

Blog post by on August 19, 2014

Multi-tasking is practically a job requirement in today’s ultra-competitive sales environment, but maybe it shouldn’t be. After many decades of glorifying multi-tasking and building tools, technology and lives around this idea, researchers around the world are pointing …

What Your Customers aren’t Telling You

Blog post by on August 18, 2014

The squeaky wheel gets the grease, and this saying holds true in business. Unfortunately, many salespeople think that if a customer doesn’t say anything (for better or worse) they’re generally satisfied with the transaction. That’s not necessarily …