The area 55% of salespeople struggle in
Many salespeople have trouble distinguishing high-quality leads from the dead-enders, according to a recent study of high- and low-performing salespeople. That means solid leads are squandered as...
View Article12 tips for more effective goal setting
Average workers set average goals, achieve them, then coast. Achieved goals are like yesterday’s newspapers: useful only for lining birdcages. Top performers set new goals whenever they achieve old...
View Article3 ways to be (or not to be) a great salesperson
While there’s no substitute for natural ability, there are three specific attributes that separate good salespeople from great ones. Accountability: When salespeople hit a slump, do they blame...
View ArticleThe Top 10 Things Salespeople SHOULD Be Doing
Recently, we posted a list of “The Top 10 Things Salespeople Shouldn’t Be Doing.” With that in mind, here are the top 10 things salespeople should be doing right now: Setting consistent goals that...
View ArticleAdjust or perish: The changing role of sales professionals
Change. Rapid change. Products becoming obsolete. Overnight industry revolutions. Start-ups, mergers, acquisitions, bankruptcies and reorganizations — no one has to learn more on the fly than those in...
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The 9 qualities all top performers share
What really separates the best salespeople from the rest of the pack? Recent research shows that they do the following nine things — from the customer’s point of view — extremely well. Listen. Buyers...
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Top performers say they’re bolting when recession ends
Most CEOs would like nothing more than a swift end to the current recession, but the end may usher in a whole new set of problems for some. Some of your top performers may simply be biding their time...
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