When we ask our clients about why they're embarking on sales training, we often hear that they "haven’t done it in a while", or because the “leadership team said we needed to.” Typically, it is tied to some goal of wanting to increase sales —but who doesn’t want to increase sales? While this is a valid reason, it is often difficult to determine whether the improved sales results are truly attributed to sales training or other factors. Is there a cause and effect, or is it just coincidence?Read More
Finding salespeople is easy but finding the right salespeople is a challenging task. Plus the cost of a bad hire is high. In this episode, Ray Makela talks about the number one trait to look for in a new sales hire, how to look for it, and how to develop it within your sales organization.Read More
Closing should be the easiest part of selling. It's the natural culmination of a sales conversation. You've helped the buyer identify a problem and then proposed a solution.
Nevertheless, I've met many sales professionals who in spite of having excellent selling skills are reluctant to ask for the sale. This reluctance can, of course, impair a sales career and be intensely frustrating to sales managers.Read More