Congratulations! You made what seems like a million phone calls to get to this moment — a one-on-one meeting with a qualified sales prospect. Now is not the time to start sweating about the possibility of blowing it. Brush up on your people skills to make sure your first...

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By: Brad Seaman On: January 07, 2016 In: Sales Performance Trends, Sales Process Comments: 0

Don’t abandon the phone just yet. Apparently, trends are indicating that the shift from field sales to inside sales isn’t letting up in numerous industries. In fact, it could have your sales team reaching for the phone and other virtual tools at an increasing rate. And it looks like...

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By: Brad Seaman On: January 05, 2016 In: Sales Process, Sales Training Comments: 0

Whether you’re hiring new sales reps as part of an expansion or to replace a departing employee, time is of the essence. Every single day that you’re not getting a new employee up to speed, you’re losing dollars. According to a survey by DePaul University, you could stand to...

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By: Brad Seaman On: December 17, 2015 In: Sales Performance, Sales Process, Sales Training Tips Comments: 0

We’re all guilty of it: When we’ve spent any time doing something — whether a job or a task, we’re likely to fall into a rut. Suddenly, you’re relying on the same routine to get the job done. It’s no different in the sales field. However, with the digital...

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When it comes to providing resources for our employees, U.S. companies don’t skimp when it comes to training their sales staff. They’re spending a whopping $20 billion a year on sales training, according to the American Society for Training and Development. But another report reveals that these companies are...

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By: Brad Seaman On: December 10, 2015 In: Sales Performance, Sales Performance Trends, Sales Process Comments: 0

It’s simple mathematics. If your sales reps can accomplish more in less time, you’ve significantly increased their potential to hit or exceed their sales goals. With advances in technology, it’s becoming increasingly possible to make that a reality. With sales enablement tools gaining popularity as one of the ways...

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By: Brad Seaman On: December 03, 2015 In: Lead Generation, Sales Performance Comments: 0

You’ve heard about the high costs of replacing a valuable employee. When it comes to a core sales rep, the average cost is even higher — $1 million in lost opportunity, productivity, and replacement expenses, according to Salesforce. To make matters worse, it can take another 6 to 12...

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By: Brad Seaman On: December 01, 2015 In: Lead Generation, Sales Performance Trends Comments: 0

Ever since Jim Collins released the bestseller Good to Great nearly 15 years ago, managers have been borrowing his analogy about “getting the right people on the bus” — to achieve the results that can make a business stellar. Of course, even as Collins further explained in his book,...

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By: Brad Seaman On: November 26, 2015 In: Sales Process Comments: 0

As the old saying goes, time is money. In sales, that means making the most of the 9-, 10- 0r 11-hour workdays your team is putting in every day to hit sales quotas. Rather than putting in an extra hour or two, top-performing teams are investing in strategies to...

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