SALES PRODUCTIVITY

Gain Without Pain? Little Actions Lead to Big Results

Ever notice that if you share a stretch goal or dream to a super achiever, they often respond with the, “No pain, no gain” type of comment? How do you feel when you hear that reaction? Most of us react with a big sigh…pain? As humans, aren’t we wired to avoid pain whenever we can? But what exactly is painful when we are...

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3 Uncommon Actions to Help Actually Achieve Your Goals

Shalane Flanagan won the NYC marathon women’s division this past weekend. This is a goal achieved that was long in the making. Her story is one of determination and sacrifice, ending with big success. Yet, every day us “common folk” in sales also strive to achieve goals. Our achieved goals may not make the New York Times, but...

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How to Solve the 3 Sales Challenges Every Manager Faces

Managing a sales team is no easy task. Whether you have tenured reps or an inexperienced team, if your goal is growth, there are many challenges to tackle. Fortunately, some of the most common obstacles that plague growing companies have relatively simple solutions. Here’s three recurring sales challenges and simple strategies for fixing or...

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Why New Year’s Is Not the BEST Time to Focus on Goals

Nearly every website, blog post, and article this week is about goals. A focus on goals is never a bad thing, but is now the best time to focus on goals? Don’t get me wrong, goal setting is a key factor in top performance in any discipline. The problem is that SO much emphasis is put on setting the goals at the beginning of the year and not...

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Easy Fixes for the Top 3 Company Sales Challenges

Listen to any sales manager, business owner, or president of a small to mid-sized company and you’ll hear how they aren’t completely satisfied with their sales results. They often blame economic woes (after all it is an election year in the USA), not being able to find enough good people who are great at selling, or the...

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How the Pokémon Go Craze Can Help Your Team Sell More

Can you believe the level of Pokémon Go fever these past weeks? It’s amazing how quickly it caught on. I’ve even heard Charzard and Squirtle speak in the lunch room and hallways of major companies. The energy, chit chat, and determination to catch Pokémon are all activities most sales leaders wish they could harness for their sales...

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The 2016 Sales Must-Read Books: Build a Learning Culture

Staying mentally sharp and relevant is key to sales success. Buyers demand their sales reps be relevant, insightful, and valuable. As the leader, you set the stage. What information do you share with your team that positions them to bring extra value, challenges their thinking, and helps them be more skillful, work smarter, or open new doors?...

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Stretch Your Mind to Broaden Your Sales

Recently, I participated in a sales conference for AA-ISP. My goal was to focus on what I could learn from other participants more than on what I wanted to share during my two presentations. It was a great opportunity to hear a lot of information in a short amount of time. At the end of day two, I felt like my head would explode! It was so full...

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5 Simple Steps for SMB Sales Enablement

Sales enablement may be a term used in larger, metrics-focused organizations. It’s not typically something small-to-mid-sized business leaders may know or care about. So what is it and why is it important for the “small guys”? Sales enablement is a systematic approach to increasing sales rep productivity. Why is it important? When a system for...

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The “Simple” Complexities of Change

How much change are you expecting in your organization this year? Will there be changes in manufacturing processes, products, people, your customer base, or the business environment? Of course there will. Some of the changes may seem simple from the “top” yet can appear complex and overwhelming to the people in your organization who are producing...

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