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Sales Management Minute

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6 Sales Onboarding Mistakes That Can Lead to DISASTER!

When sales teams aren’t performing as expected, the root cause could be founded in the sales person onboarding program. In this episode of the Sales Management Minute, learn the six common onboarding mistakes and how to avoid them.

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The One Question You Need to Ask to Reach Your Sales Training Goals

Sales training events are almost never as successful as leaders want them to be. Leaders must think about sales training as an investment, rather than just an event. In this episode of The Sales Management Minute, guest host Mike Schultz, co-author of the The Wall Street Journal bestseller Rainmaking Conversations, will tell you the one question you must ask to get the most out of sales training.

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Closing Is NOT the Problem – It’s A Symptom!

When sales people aren’t performing as expected, the kneejerk reaction is to focus on closing skills. In this episode of the Sales Management Minute, learn how to troubleshoot your sales team to get to find the reasons for subpar performance.

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Do You Know the RIGHT TIME to FIRE A Sales Person?

No sales manager enjoys firing sales people, but there is a time when it must be done. In this episode of the Sales Management Minute, learn the two types of sales performance issues and the test that tells you when the time has come to end the relationship.

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How Do You Develop A WINNING Finalist Presentation Strategy?

The finalist stage of the process is an exciting time, but there is work to be done to develop the winning strategy. In this episode of the Sales Management Minute, learn the SIX QUESTIONS that shape your finalist strategy presentation.

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Are Your Sellers MISSING This OPPORTUNITY To Get Ahead of the COMPETITION?

Are your sellers looking for a competitive edge? Sure they are! And, the answer is right under their noses. In this episode of the Sales Management Minute, learn how to take what is perceived as a task and turn it into opportunity.

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What Most Sales Forecasting Methodologies Are Missing

One of the expectations of sales leaders is that they accurately forecast sales. Yet, there is a missing element from the data they are receiving from their sellers which causes forecasting mistakes. In this episode of the Sales Management Minute, learn what causes these sales leader headaches and how to avoid it.

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The Factor That Causes Both Sales Person SUCCESS and Sales Manager FAILURE

There is a factor that makes sales people successful and dooms sales managers. In this episode of the Sales Management Minute, sales managers learn how to avoid this fate.

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Your Sales Person’s First Day – Dream or Nightmare?

Your new seller’s first day experience establishes the foundation for their tenure with your company. In this episode of the Sales Management Minute, learn how to avoid common first day blunders.

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Prospect Voicemail Messages – Waste of Time or Lost Sales Opportunity?

There’s an age-old debate of whether or not to leave a voicemail message for prospects. In this episode of the Sales Management Minute, learn how how to turn voicemail messages from a waste of time to an effective strategy.

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Your Sales Process – Revenue DRIVER or Sales KILLER?

The reason for sales process is to drive consistent sales results. Yet, there is a common mistake made that causes the sales process strategy to backfire. In this episode of the Sales Management Minute, learn how to construct a sales process that your sales people love!

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New Rep Syndrome – The Number One Killer of Effective Selling

There is an affliction that causes sales people to become ineffective. In this episode of the Sales Management Minute, learn the number one killer of effective selling and how to avoid it.

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The Big Question Sharp Interviewers ASK THEMSELVES

There is a key question that top interviewers ask themselves when evaluating sales talent. In this episode of the Sales Management Minute, learn what these top interviewers ask that you should be asking too…and the indicators of candidate trouble.

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The Hunter-Farmer Strategy: 3 Reasons Why It Often BACKFIRES

Separating your sales team into hunters and farmers may seem like a great idea. Before you implement it, check out this episode of the Sales Management Minute to learn how to avoid three common blunders.

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Promoted and Fired – On The Same Day!

It could easily happen. In this episode of the Sales Management Minute, learn the keys to analyzing sales performance.