Understanding the signs that a sales rep needs to improve their skills is crucial to increasing sales performance.

Internal and external sales are fundamentally different, even from one sales organization to another.

Don’t underestimate the power of listening and communication in sales; they are the foundations on which success is built.

Selling value is paramount to consultative selling. What key skills and competencies do sales managers need to help sales representatives sell value?

Sales hunters are vital to a sales organization but sales evaluations demonstrate that only 40% of salespeople have the right competencies. Read the full article!

B2B sellers: How to improve the quality of conversations with clients and build trusting relationships by being fully present and attentive.

You don’t have to wait to ask for referrals, learn how you can ask for references as early as at the end of the first meeting or the prospecting call.

Years of experience in sales is not worth much if it is not supported by strong sales DNA. Find out what differentiates elite sellers from the rest.

The trick to get out of a pricing conversation, or how not to get stuck in one, is using consultative and value selling. With open-ended questions, reveal the client’s compelling reasons to buy. Focus on value, not price!

Sales managers should benefit from the same type of coaching sessions as sales reps. This coaching should be provided by sales leaders. Managers should be listened to and practice dealing with various tough situations through role play.

A sales manager must make sure their sales reps don’t negatively impact the sales process with their discomfort to talk about money. With coaching and role play, the sales manager can help the reps get over their discomfort.

Good salespeople take it upon themselves to become better reps. They invest time money and effort to improve sales skills. These are the 6 ways to become a better salesperson…

When sales reps don’t take responsibility their actions, it’s an important obstacle to their success. Read this article to understand how to stop sales excuses and help reps avoid engineering their own obstacles.

Resistance from prospects in an inevitable part of sales. Most salespeople don’t deal with it efficiently, which leads to objections. There are 2 critical elements to master when trying to lower resistance.

The image we have of a successful salesperson is someone who’s extroverted. But can an introverted person have success in sales? It boils down to these 2 things that have nothing to do with personality traits.

What makes a good salesperson? They represent only 6% of the sales population. Sales statistics and Sales Force Evaluations show that they have the will to succeed in sales and the sales DNA as well as the selling competencies needed. Do your sales reps have what it takes to be part of the elite?

Detrimental to sales performance, limiting beliefs are strongly rooted in 84% of salespeople. They must be replaced with new beliefs that support performance in sales.

Controls emotions: when a salesperson panics in the heat of the moment or becomes too excited when they hear what they want to hear, they aren’t controlling their emotions and stop listening to prospects and asking questions. They effectively lose control their sales process.

A team’s DNA should be the concern of every sales leader looking to achieve the best level of performance. Discover the 6 elements and how to address them.

Looking to become a sales manager? The functions are very different from that of sales representative. Here are 8 things to know…

A salesperson’s Sales Percentile is the overall indicator of his or her Sales DNA level, motivation and technical sales competencies. A sales manager needs to use it when recruiting and training.

Do your sales representatives really want to succeed in sales? Be the leaders, be number 1? Examining willingness first is critical since no matter how expertly are performed the set of tactical skills required of a proficient salesperson, nothing can compensate for that lack of will to sell.

Do you want to become an elite sales rep? There are 3 important elements – the will to sell, sales DNA and sales competencies. Read how this top representative – strong in all three elements – climbed to the top of her profession.