Introduction to Sales Training programs Sales training is a necessity for any high performing business. It equips...
Leadership Articles
Rethinking the RFP Process: A New Approach to Procurement
Let’s face it, Requests for Proposals (RFPs) are universally dreaded in the business world and rightfully so. They are...
Elevating Sales Performance: Approaches to Overcoming Revenue Declines
It’s not an uncommon scenario in sales: sales performance starts to slip, revenue begins to slide, and the sales...
Coaches Don’t Play
This one is real simple - Coaches don't play. Coaches coach, players play. Back in 2011, the New England...
Sales Performance Metrics: 6 Killer Individual Sales Stats to Measure Your Sales Reps
Quota attainment is not the end all be all when it comes to measuring sales representative performance. Over analyzing...
8 Reasons Great Leaders Let People Fail
Sales leaders - do you let people fail? How comfortable are you letting failure happen? Are you OK letting your sales...
Sales Coachability – Why it’s the Most Important Trait for a Sales Employee
There is one trait that if a salesperson does not have I will not hire under any circumstances, no exceptions. I say...
5 Keys to the Best Sales Training
The Best Sales Training or Just Sales Training? Sales training has been around for about 75-100 years. In spite of its...
The 8 Questions Every Sales Manager Needs To Ask In A Deal Review
It's a sales manager's job to know whether or not a salesperson is going to make quota. Part of that process is...
3 Most Important Traits in a Salesperson
What Makes a Salesperson Great? I'm asked often about what makes a great sales person. Like most jobs, there is a...
The Best Sales Trainings and How to Choose the Right One
How to Choose the Best Sales Training for Your Team So you’re looking for sales training for your team. There are...
To Build or Kill: Your Responsibility as a Sales Leader
As a sales leader, what do you do when one of your sales people loses a big deal? Do you kick the shit out of them by...