Keeping sales professionals motivated during the ups and downs of any sales cycle is one of the toughest responsibilities every sales manager must endure. The fact is, most salespeople are personally affected when they lose a sale and this can cause a dramatic effect to an individual salesperson’s overall performance.

Last Friday we kicked off the introduction of the top sales trainers who will be participating in the Sales Careers Online training offerings with a brief introduction to Jill Konrath (www.sellingtobigcompanies.com) and the work she does teaching salespeople how to get appointments and sell to large companies.  This week we take a look at one […]

The costs associated with identifying and recruiting talented salespeople who meet the qualifications of your sales position can be astronomical and this is not even considering the costs associated with hiring the wrong salespeople and the painstaking process of realizing your mistake.

While getting a large one time sale is always exciting, it is the repeat customer who is craved above all in sales.  Capturing those repeat customers and keeping them coming back is an essential part of any successful marketing campaign, and happy long term customers are great at generating the word of mouth advertising that […]

We all know that people skills and networking are important in the world of business, but these factors are absolutely critical when it comes to the competitive business of sales. It is essential for the successful sales professional to have more than just a thorough knowledge of his or her product line and organization. In […]

Studies have shown that only about 15% of all salespeople earn a superior income (based on the average income for their industry).
Why do so few excel in sales?  A better question: how can you get to that level? 
Top producers didn’t get there by accident.  They have worked hard to do the things that generate results.  […]

There are many important aspects to a successful sales training program, but perhaps no factor is as critical as learning how to build successful relationships. At its heart sales is a people oriented business, and without a solid basis in relationship building even the most talented salesperson may fail to live up to his or […]

As you know, I am an avid believer in sales training and knowledge building as a continuous responsibility of any sales professional serious about their career in sales. Each week I will write a quick review and provide links to sales resources, articles, and information I found on the web during the previous week that I think […]

If you sell financial services, from property and casualty insurance, to life and health insurance, to securities, to financial planning, your industry is rapidly changing.  You must either change with it or find a way to combat the change.  Either way, you will eventually have to find a new way to sell if you want to survive.

Every business owner understands the importance of developing a solid sales and marketing program, but with the demands of the daily grind is all too easy for that program to lose its focus. Taking the time to refocus energy on the areas with the most potential can have a significant impact on sales force morale, […]