Good time management for salespeople has been an obsession of mine for more than 30 years. Over the years, I’ve seen some regularly occurring patterns on the part of salespeople to do things that detract from their effective use of time. See if any apply to you or your salespeople...
It’s the moment that many sales people dread. You’ve asked the customer to do something – give you an appointment, issue a P.O., or schedule a demonstration and, instead of saying “Yes,” the customer gives you a reason why he/she does not want to do what you’ve asked him or her to do...
Q: To what extent should salespeople be responsible for collecting accounts receivable? Isn’t it a conflict to be responsible for both sales and collections?
A: Great question, and one that comes up fairly frequently. Let’s think it through. First, the credit department has the responsibility to ascertain an account’s creditworthiness...
I’m often asked to help a company refine their sales force compensation plans. As a consulting company, that’s work that we regularly do. I believe in having a well-designed, effectively managed compensation plan as a fundamental part of any productive sales system. But, it’s a mistake to think that the
compensation plan is the entire solution. It’s only a part...
On Friday, June 10th, Dave Kahle will present a 60-minute webinar on his recommendation for dealing with the greatest challenge of our careers.
The Webinar is Free to members of the Xi Community.
We all know how good it feels to work hard for a deal and get it. Some of the biggest moments of my career are wrapped around the “Yes” of a big or especially difficult decision. Few other professionals experience that moment.
And with that intense high comes the other side of the coin. Every salesperson knows and understands the self-doubt, regret, frustration and depression that comes with the job. In what other jobs are you so personally invested? In what other jobs are you so frequently rejected?
Did you ever wonder why you do it? Of course, I know you do it for the money and the self-satisfaction. Got it. That’s not what I’m asking. I’m asking about those questions you ask yourself in the quiet of the night, when you’re awake in the middle of the night and can’t sleep. Those doubts you have after a
particularly depressing day or week. Beyond the money, and the self-satisfaction, are there deeper motivations? Why are you putting yourself through this...
Featured Podcast:
8 Ways to Identify New Prospects & Suspects
Filling the top of the sales funnel with likely suspects is a problem for every sales organization. Here are eight ways
to identify new suspects
Everyone needs a bit of inspiration, education, and motivation.
Forward this message to your friends and colleagues!
Like what you’ve read? Become a subscriber. Click here.
