This is it. The end of the "period" (you pick - day/week/month/quarter/year - how is your sales team measured). Moving deals through your sales pipeline takes on a greater sense of urgency. The stakes are higher, and the pressure is even higher. So what will make the difference between "Your sales team had a [...]

So Ms/Mr. CEO, your sales team is experiencing some turnover. No big deal – right? Your sales leader tells you that "they weren't making their numbers," so it's justified – right? – wait, maybe not. This is important - If you take this response at face value without digging deeper, you and your company [...]

To be considered a sales professional in Economy 2.0 requires understanding how to build committed relationships properly. It is a critical skill set – one that not every salesperson possesses. Most of the sales teams we coach understand the importance of making solid and committed relationships between them and their buyer counterparts, but what [...]