Colleen Stanley
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...
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...
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...