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Do You Have Sales Department or a Sales Force - March 07, 2010 These two expressions are often used as synonyms, but they are far from it. Listen to this episode to learn the difference. Is Passion Doing Your Sales People In - March 04, 2010 While passion helps some sales people to succeed, it causes others to fail. Listen to this episode to learn how to help your sales people channel their passion. Great Sales Call or Flop - Do Your Sales People Know the Difference - March 01, 2010 In complex sales, every prospect meeting means moving one step closer to the deal...at least, you hope. In this episode, you will learn the key question to ask your sales people to make sure they are prepared for every sales call. What Are Your Sales People Learning From Lost Sales - February 25, 2010 No one likes to lose a sale, but there is a wealth of learning that can come from the experience. Listen to this episode to discover how to create a learning experience from a lost sale. Your Sales Job Ad: Turn On or Turn Off - February 24, 2010 Your sales job ad is intended to drive sales candidates to your company. Maybe it's sending them away. Listen to this episode to learn how to attract sales talent. A Great Way to Make Cold Calling Fun for Your Sales Team - February 21, 2010 Sales people hate cold calling, but it is the sales managers' job to make sure they are building a healthy pipeline. Listen to this episode to learn an easy way to make cold calling fun and competitive. Is the Sales Quota You Set Meaningless - February 17, 2010 Sales people hitting or missing quota is not necessarily an indication of their performance level. Listen to this episode to learn the key to setting quotas that have meaning. A Unique, Powerful Way to Screen Sales Candidates without Spending a Dime - February 16, 2010 In this episode, you'll learn a specialized technique to screen prospective sales hires ...exposing the winners from the pack. You Hired One Sales Person, But What About The Ten You Didn't - February 12, 2010 You've hired the sales candidate you want, but do you pay any mind to those you didn't? You better! Listen to this episode to learn why. Why Sales Training Fails In Most Companies - February 11, 2010 There are 3 reasons why sales training fails in companies. Listen to this episode to avoid those mistakes when hiring a sales trainer. Will Your Sales People Pass the Flinch Test? - February 10, 2010 There is a test that professional buyers give sales people to negotiate price. Listen to this episode to see if your sales people are flinching? Why Fast Growth Companies Have High Sales Turnover - February 09, 2010 There is one major reason why fast growth companies can't keep a sales team together. Listen to this episode to learn what that is and how to stop it. What Is The Greatest Gift A Sales Manager Can Give to their Sales Team? - February 08, 2010 There is something that every sales person wants from their sales manager. It costs managers nothing, but could be their secret to hitting this year's revenue target. Listen to this episode to learn what that gift is. The Secret to Successfully On-Boarding Your New Sales Hires - February 07, 2010 Companies either hand their new sales person the phone book or give them the fire hose treatment as their on-boarding plan. Neither of these plans work.Listen to this episode to learn the secret to success when on-boarding your new sales person. Does Your Sales Compensation Plan Convey the WRONG Message - January 29, 2010 There are few business decisions more critical than how you compensate your sales team. Listen to this episode to learn the sales compensation plan test. Why Your Sales Pipeline Report Looks Like An EKG - January 27, 2010 Does your sales team's pipeline have peaks and valleys that make you pull your hair out? Listen to this episode to learn how to change this trend. People Don't Buy Low Price, But Your Sales People Think They Do - January 24, 2010 Sales people lose the business and blame price for the loss. Listen to this show to learn the real reason they didn't get the deal and help them avoid making this mistake again. Is Your New Sales Rep Ready to Quit? - January 20, 2010 You work so hard to recruit sales people, but are you making them want to leave your company just as quickly? Listen to this show to learn how to avoid this trap. Are You Making This Mistake When Interviewing Sales Candidates? - January 19, 2010 Sales managers are so focused on their interview agenda that they forget a critical part of the sales talent screening process. Listen to this show to learn how to avoid this mistake. Don't Hire Another Sales Person Until You Ask Them For This - January 17, 2010 There is a screening technique that will help reduce the possibility of hiring the wrong sales people. Listen to this show to learn how to incorporate this tool into your sales talent screening program. The Keyword to Focus On When Designing Sales Manager Compensation Plans - January 10, 2010 There is a keyword to keep front of mind when designing a compensation plan for sales managers. Listen to this episode to ensure you design the right plan for your sales managers. The Tool Your Sales Team Is Abusing - January 09, 2010 There is a step of the process that 99% of deals go through, but little time is spent mastering it. Listen to this show to learn what it is and how to leverage it. Why Sales Hiring Assessment Tools Don't Work - January 08, 2010 There is a major issue with using sales hiring assessment tools, but it's not the technology. Listen to this episode to find out what causes them to fail. There Is Only One-Time Your Sales People Can Ask For Referrals - January 06, 2010 Does your sales team know the one time when they can ask for referrals? After all, there is only one time in the relationship spectrum when it is appropriate to ask for them. The Best Time of the Year to Recruit Sales Candidates - January 05, 2010 There is one time of the year that is best to recruit sales talent for your team. Do you know when that is? Listen to this episode and find out. The One-Word To Get Your Sales Team On Track for 2010 - January 02, 2010 What message will you deliver to your sales team to get them ready for success in the new year? Listen to this show to learn the foundation word for 2010. Think Twice Before Hiring Your Competitor's Sales People - December 29, 2009 While hiring sales people from the competition is tempting,there could be a major flaw in your new hire. Listen to this show and find out what may be missing. Sales Manager or Sales Leader - Is There A Difference - December 28, 2009 Are all sales managers also sales leaders? Are all sales leaders managers? Are these synonyms? Can you be one without the other? Listen to this show and find out. Does Your Quarterly Business Review (QBR) Provide Value for Your Clients? - December 21, 2009 Business reviews provide a great opportunity to demonstrate value to your clients. Are you leveraging this face-time opportunity? Listen to this show and find out. The Most Arrogant Sales Expression - December 19, 2009 There is an expression that is commonplace among sales organizations, but it sends the wrong message to the team. Revenue Is Not A Sales Metric - December 15, 2009 Identifying the right sales measures and metrics are key to driving sales performance. However, revenue doesn't tell you the whole story. Sales managers can't affect revenue, they can affect the metrics that lead to it. Two Words GUARANTEED to Help Your Sales Team Sell More - December 10, 2009 There are two words that are guaranteed to knock your sales team's quota out of the park. Why Your Sales People Can't Get Referrals - December 09, 2009 A little change in how your sales people ask for referrals can dramatically improve their success. Never Promote Your Top Rep to Sales Manager - December 03, 2009 Before making a sales rep into a sales manager, there are some key considerations.After all, it's not really a promotion. Is it? The Key to Developing the Right Sales Compensation Plan - December 02, 2009 Sales compensation plans double as a job description for your sales team. Use the equilateral triangle method to ensure the plan drives the right behaviors. Develop A Social Media Policy To Guide Your Sales Team - November 29, 2009 Provide your sales team with guidance and structure so they successfully leverage social media tools to extend your marketing dollar. Handling the Blind RFP - November 23, 2009 Is a blind RFP an opportunity or a lead? Listen to this show and find out. The Power of One Word - November 22, 2009 A subtle change in the approach your sales people take can dramatically improve their results. 3 Key Words to Effective Sales On-boarding - November 19, 2009 To establish a solid foundation for your new hire sales person, a program is needed to help them succeed.These three words give you focus for your on-boarding program. Get Rid of Your Customers Now! - November 18, 2009 If you have customers, trouble lies ahead... Developing The Profile Of Your Ideal Sales Person - November 17, 2009 Hiring the right sales people starts with the development of your ideal sales person profile. Never Let Your Sales People Cold Call! - November 16, 2009 The practice of cold calling as we know it is dead...at least it should be. Dealing With A Sales Rep Who Needs Help, But Doesn't Want It - November 15, 2009 As a manager, it's your responsibility to help your sales people succeed, but what do you do when a struggling rep rebuffs your efforts? There Are No Great Sales People! - November 08, 2009 Learn how to hire the right sales people.