Technology has changed how people communicate with one another. Most notably, they’ve altered communication in business and sales settings. Customers stopped going to tradeshows, picking up cold calls, or answering unsolicited emails. Here is how communication has changed. Customer's Journey The customer's journey has changed, and it's never going back. Buyers have embraced evolving technology, […]

There's no greater feeling than when your teams click on all cylinders and consistently perform well, right? Occasionally, though, you'll run into someone who is underperforming. Here is how to turn your underperformer into a top performer.

What skills, traits, and experience do you look for when hiring a new sales team member? Do you look for someone with industry experience, a list of contacts (aka a Rolodex), the ability to make conversation, or the confidence to ask for the sale? With an endless list of criteria, you can use to hire, it can be challenging to narrow down what’s most important. So here are some surprising traits you'll want to look for.

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The impact of the pandemic and the blend between work and personal life is inextricably intertwined. Working from home created opportunities but also a lot of challenges. This unforeseen time has pressurized life and forced us to adapt in ways we never imagined. Here are ten ways to reengage your remote employees.

Do you ever run into the challenge of your salespeople chasing business they can't win and can't deliver? Chasing the wrong prospects is the bane of every salesperson's existence, resulting in unhappy salespeople who don’t hit their numbers. Don't let this happen to your team. Here is how you can find your ideal clients.

People are always saying, "We need closers" on the sales team. Yes, salespeople need to ask for the deal, and sadly, many don’t. But closing should be the easiest part of the sale if you've done your work on the front end well. Unfortunately, that is what most people don't get. Here's how you can help your sales team close more deals.

There are several essential components to having a successful organization. Effective leadership is one of the primary drivers for growth, development, and innovation. The best organizations invest in their leaders and give them the resources, processes, and systems needed to help them thrive. The Sales Operating System™ is a crossroads of leadership and process that is dynamic and, when leveraged, provides a competitive advantage.

The Situation: Achieving consistent, sustainable revenue growth is likely to be a fundamental goal for your business. However, you're also probably questioning what areas of your company you should invest in, right? You've probably tried various short-lived ways to jumpstart your growth. For instance, you may have tried replacing key people, team training, or new […]

The difference between an average salesperson and a good one is staggering. According to a recent World-Class Sales Practices study, only slightly more than half of salespeople (53%) are meeting or exceeding their quotas. On the other hand, a high-performing salesperson will consistently hit their goal. Do you know why that is? The secret lies within their habits. Here are the top five habits of a high-performing salesperson.

Self-accountability is one of the most valuable skills a leader can master. Leadership accountability sets the foundation for a company's culture, productivity, effectiveness, and overall success. Many leaders, however, acknowledge that they have a lot of room to grow in this area. Here's how you can solve your accountability struggles.

Do you feel like your salespeople are just doing a “milk run” with their accounts? They over-serve their favorite accounts, make a quick stop at accounts that could benefit from more attention, and only stop in other accounts when they are "in-town"? Here's how you can build an effective sales territory plan.