Quality, Not Quantity of Sales Calls

Quality, Not Quantity of Sales Calls

Question:  How many sales calls should a salesperson make? Answer: In about one out of every two seminars that I do, I hear this question.  It springs from a manager’s concern for defining what constitutes a “good sales day.”  And salespeople want to know so that they...
On Sales Systems

On Sales Systems

“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced salespeople. What they usually mean is something like this:  “I don’t have any real system to what I do, I don’t want any scrutiny, and I probably...
6 Ways to Develop Sales Superstars

6 Ways to Develop Sales Superstars

Q. At what point during the superstar building process can management step in and provide support for their sales staff? A. This is a great question.  Forgive me if I stray a little to the theoretical side of this question.  These are the kinds of questions I think...