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Sales Management Minute

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Why Top Performers Need Their Sales Manager

Many sales leaders spend most of their time working with their bottom and middle producers. Listen to this episode to learn why top performers need their sales managers.

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Why Your Salespeople Resent Your Sales Meeting

Sales managers plan to put on a sales meeting their team will love, but find their people resent the meeting. Listen to this episode to learn the often-missed ingredient when creating a sales meeting agenda.

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‘Treat Me Like A Business Owner’ – Do You REALLY Know What That Means

Sales people often say they want to be treated as if they run their own business. Yet, their definition and real life business ownership are very different. In this episode, learn what it takes for sales people to really be business operators.

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Do You Have A Sales Department — Or A Sales Force

These two expressions are often used as synonyms, but they are far from it. Listen to this episode to learn the difference.

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Is Passion Doing Your Sales People In

While passion helps some sales people to succeed, it causes others to fail. Listen to this episode to learn how to help your sales people channel their passion.

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Great Sales Call or Flop – Do Your Sales People Know the Difference

In complex sales, every prospect meeting means moving one step closer to the deal…at least, you hope. In this episode, you will learn the key question to ask your sales people to make sure they are prepared for every sales call.

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What Are Your Salespeople Learning From Lost Sales

No one likes to lose a sale, but there is a wealth of learning that can come from the experience. Listen to this episode to discover how to create a learning experience from a lost sale.

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Your Sales Job Ad: Turn On or Turn Off

Your sales job ad is intended to drive sales candidates to your company. Maybe it’s sending them away. Listen to this episode to learn how to attract sales talent.

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A Great Way to Make Cold Calling Fun for Your Sales Team

Sales people hate cold calling, but it is the sales managers’ job to make sure they are building a healthy pipeline. Listen to this episode to learn an easy way to make cold calling fun and competitive.

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Is the Sales Quota You Set Meaningless?

Sales people hitting or missing quota is not necessarily an indication of their performance level. Listen to this episode to learn the key to setting quotas that have meaning.

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A Unique, Powerful Way to Screen Sales Candidates without Spending a Dime

In this episode, you’ll learn a specialized technique to screen prospective sales hires …exposing the winners from the pack.

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You Hired One Salesperson, But What About The Ten You Didn’t?

You’ve hired the sales candidate you want, but do you pay any mind to those you didn’t? You better! Listen to this episode to learn why.

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Why Sales Training Fails In Most Companies

There are 3 reasons why sales training fails in companies. Listen to this episode to avoid those mistakes when hiring a sales trainer.

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Will Your Salespeople Pass the Flinch Test?

There is a test that professional buyers give sales people to negotiate price. Listen to this episode to see if your sales people are flinching?

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Why Fast Growth Companies Have High Sales Turnover

There is one major reason why fast growth companies can’t keep a sales team together. Listen to this episode to learn what that is and how to stop it.