Adapt your management style to ensure the discipline of your sales force, the elimination of deficient behaviours and goal achievement

This article is a must-read for every sales representative, sales manager, or sales leader looking to improve their selling skills with the 10 fundamental pieces of sales advice.

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.

Every sales representative is different. To offer a personalized coaching, sales managers must first understand what drives their salespeople.

Sales closing rates are down? The need for approval of your different salespeople might be to blame. The need for approval is a weakness that results in giving more importance to being liked by the prospect than to close the sale.

The way a salesperson makes important purchases impacts his or her sales outcomes. A salesperson has a supportive buy cycle when the way he/she makes a major purchase supports ideal sales outcomes. Discover how to fix non-supportive buy cycles…

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.

If it is to a representative’s advantage to master the competence close sales, is it indispensable? How and when should it be used?

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.

A salesperson who is rejection proof is able to recover immediately from rejection. Rejection in sales is an inevitable part of sales. Every salesperson will get confronted to it at some point in time. Here’s how sales managers can help their representatives handle it.

A good sales force evaluation must identify the true causes of sales problems so that sales and business leaders can solve them efficiently. Most evaluations don’t do that and some can even lead to worst situations. Discover what is and isn’t a sales force evaluation…