The word “no” can kill your sales mojo. When you’ve poured your time, resources and heart into developing the perfect solution for your customer, a sales objection can feel like a slap in the face. While its natural to feel a bit discouraged and defeated, most of the time, sales objections are not personal. With…
Open ended questions are essential for sales success. They allow reps to get inside the head of prospects and better understand their pain points. The right open-ended questions help ensure that reps are building rapport, uncovering pain points, establishing need, and clearly articulating the value of their offering. Below are 26 open-ended sales questions that…
This is the first installment of ‘The Crush 2019’ Series. To help crush your quota this year, keep an eye out for Parts II and III. Part II focuses on dress tips to increase your earnings, and Part III offers examples of sales pitches with proven success that you can use to help craft your…
Whether you want to impress a potential sales manager during a job interview or you are simply looking for a way to level up your sales game with the support of your management team, you can plan and track your development in a transparent way by creating and sharing a 30-60-90 day sales plan. In…
On average, 50% of a sales rep’s time daily is wasted on poor prospects. Even if you only have five full-time reps, that’s 100 paid hours every week that have zero ROI. You can almost hear the cash going down the toilet. However, this stat might be less surprising when you learn that companies spend…
An annual study conducted by The Bridge Group in 2017 asked respondents to identify their top challenges in managing sales reps. The responses revealed that improving sales productivity and performance has remained the #1 challenge. Not only has it remained the number one challenge for the last six years and counting, the number of respondents…
Personal Interview Questions for Sales Managers 1. Can you tell me a little bit about yourself? 2. Why do you want to be a sales manager? 3. Can you describe a past incentive that motivated you? 4. What qualities make you good at sales? How about management? 5. What area challenged you the most in…
Sales organizations are more challenged than ever with a connected world, complex offerings, and what seems like an endless world of prospects. Without a strong sales territory plan, sales teams may feel all over the place, and as a result may not be producing the best results for your customers or your organization. If you’re…
Determining commission structures for sales reps is a critical piece to your sales plan. It sets the bar for the level of talent and skill set that you’ll attract to your sales team. It seems simple, right? More money = better salespeople? This isn’t always true. Higher earning potential through a commission time only comp plan…
