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Sales Management: Week 5 – 21 Disciplines
Week 5 of 21 Disciplines – Demand a guaranteed number of QUALITY sales calls. Your reps need to be thinking about making quality calls rather than focusing on quantity.  They should not want to leave the office until a certain number of quality calls have been made – meaning getting newly qualified prospects or reaching current …

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Sales Management: Week 3 – 21 Disciplines
Week 3 of 21 – Nurture a desire to be better than the competition. Sales reps, like other professionals, need the drive to become the best at their craft.  With the web, eBooks, podcasts, email newsletters, etc., it is easy to find relevant, well-designed sales training. No mistake about it, the top performing rep is the …

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Sales Management: Week 2 – 21 Disciplines
Week 2 of 21 – Build a desire to learn and get better. Sales reps, like other professionals, need the drive to become the best at their craft.  With the web, eBooks, podcasts, email newsletters, etc., it is easy to find relevant, well-designed sales training.  A lot of this training is free.  I offer free training …

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Sales Management: Week 1 – 21 Disciplines
Week 1 of 21 – Good attitudes. If anyone on your sales team does not have a good attitude, you have problems from the very start.  A good, positive, sincere attitude can be contagious.  A bad attitude in the group won’t necessarily kill the group, but it is like driving with a flat tire.  You can …

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The Sales Manager
The Sales Manager You will always be walking a balance of training, encouraging, leading, motivating, and kicking your sales reps in the pants when you are the Sales Manager.  I cannot be there with you for every situation, so I do my best to give you the guidelines that have worked for me.  One of …

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Sales Training: Day 121 – Forget the jargon
Do you want to be understood or get people to think you’re smart?  Salespeople, in particular salespeople who sell technology products, think they have to use techno jargon or acronyms within their industry to appear to know what they’re talking about.  Prospects, even technical prospects, just want someone who knows their product and can explain …

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Part Time Sales Management – Do I need it?
Do I need a Part Time (Fractional) Sales Manager?  If you’re a small to mid-sized business, who keeps a keen eye on expenses, but wants grow sales, Fractional Sales Management (sometimes called a Part-Time Sales Manager) may work for you.  Ask yourself the following questions: What’s working great? What needs to be tweaked? What’s not …

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Sales Training: Day 120 – Closing: One last thing
This is one of the most effective closes.  And it’s very simple too.  After you have gotten to what you think is the last objection or question your prospect has, say to them, “I will find out the answer for you.  Is this this only thing that will keep you from moving ahead with your …

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Sales Training: Day 119 – Improve your hearing
Once, as a sales manager, I had a sales rep whose pipeline always had more potential deals in it than anyone else in the group.  The problem was that he also had the lowest number of closed deals.  For a while I thought this was because he was attempting to show how much positive activity …

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Factional sales management
Fractional sales management