| Training Tips Managers are in a perfect position to train their crew for stronger selling skills. They have the best opportunity to observe what's working well and what's not. They've got plenty of opportunity to deliver training in small bites, which helps develop skills exponentially over time. Here are some tips on training, or following through on training delivered by others. The Incentives Trap Do you pay sales or service reps incentives? Are you working on strengthening your sales "culture"? Here is some insight into how one can undermine the other. Magical Sales Meetings Everyone knows that holding meetings is the absolute best way to promote productivity--not! On the contrary, many meetings are an amazing waste of time. Here are some tips for ensuring your sales meetings don't fall into that category. How Statistics Can Undermine Success “Prospects decide if you’re credible in the first 7 seconds.” “You have to ask for the business 4 to 6 times to get a ‘yes.’” “Expect to make 3 cold calls to get 1 conversation.” These and other statistics are often used to manage prospecting and selling. Unfortunately, tossing these around will probably do way more harm than good. Here's why, and how to avoid common statistical traps. Top |