"I have my own style of selling." That is a remark I have heard a number of times at sales training seminars, usually from relatively inexperienced salespeople. What they usually…
How to Deal With a Sales Exec Who’s Performance Has Dropped
Every manager has, or will, confront this troublesome issue. It´s arisen in every workshop for sales managers or branch managers I´ve done. One or more of your sales people has…
Transforming Your Sales Force by Creating Specific Expectations
I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been…