Does Your Sales Compensation Plan Work?

We are often asked to review sales compensation plans. An effective sales compensation plan is a delicate mix of incentive,...

Still Using These Out-Dated Sales Techniques?

Salespeople and sales manager are sometimes change resistant, but there comes a time when we have to take advantage of...

Don’t Hire Only on “Qualifications”

Recently, more of our time is spent helping clients in the selection of salespeople. Many of these clients are small...

Relationship Selling Where will it lead?

Part of our consulting practice is helping our clients select salespeople. Therefore, we interview a lot of candidates. More often...

Be Prepared (not just for Boy Scouts)

As we travel around the country coaching salespeople and sales managers it never ceases to amaze us how little, seemingly...

“So, what’s the price?”

This may well be the most dreaded question asked of salespeople. Too often it is asked too early or out...

Stop these phrases in selling!

I enjoy listening to salespeople, particularly when they are trying to sell me something. I look forward to buying a...

Avoid Premature Pricing

Ever see this happen? Early in the initial conversation the prospect asks, "So, how much is this going to cost?"...

Test Your Sales Process

We are at the halfway point in the year and are you wondering if you will end the year on...

It Was a Bad Hire, Fire Him Now!

We often run into the question "how much time do we give a new salesperson to demonstrate success?" Almost always...