Performance Sales Best Practices
Professional Sales Process and Tips

Yearly Archives: 2013

3 Objections to Sales Training and Why This Hurts Your Business

By | High Performance Sales Tips ,Sales Coaching | October 27, 2013 | Comments (0)
Here are three objections often heard when it comes to salesperson development: We hire people to do the job, sink or swim, training is remedial. Training is too expensive, and we haven’t seen an ROI. Why train someone who is going to leave and use the skills elsewhere? The most common lament among entrepreneurs is […]

3 Things to Attract the Best Gen Y Performance Sales Talent

By | Uncategorized | August 26, 2013 | Comments (0)
My uncle worked his entire life for one company: Kodak. For another uncle it was BP, and in that case his father before him did too: two generations in one company, imagine that? Everyone knows that “Employment for Life” contracts like these are a thing of the past.

3 Things the Best Salespeople Know Before They Make the Call

By | High Performance Sales Tips ,Sales Talent | July 4, 2013 | Comments (0)
3 Things the Best Salespeople Know Before They Make the Call The days of phoning a busy executive and asking them a bunch of questions to get them to uncover their pain are long over. Today’s salespeople have to earn trust and gain credibility from the first moment of contact with an executive. The only way to do that is to prove they have done their […]

What do we need salespeople for anyway?

By | High Performance Sales Tips ,Sales Strategy | July 4, 2013 | Comments (0)
If 70% of the sales process is over, via the internet, before a prospect calls your sales team, then what do we need salespeople for anyway?  Aren’t they all becoming order takers of one sort or another? The sales world has certainly changed. The days of salespeople as information transmitters who were little more than […]

3 Ways to Spot a Future Sales Manager

By | High Performance Sales Tips ,Sales Leadership | July 4, 2013 | Comments (0)
Too many organizations, and salespeople themselves, think the best sales manager comes from the best salespeople. The fact is that what makes a great hunter is often the opposite of what makes a great sales manager.  Great hunters are high energy, hyper competitive, independent do it yourself drivers that take no nonsense and get things […]