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when we start looking at how sales people spend their time, increasingly we find more time is spent in non-selling related activities than in selling related activities. Surveys show time spent in sales related activities at a little more than 40%. In surveys we've done with a number of organizatio Read More

If you are struggling in making your sales performance improvement initiatives work, consider separating them--focus first on effectiveness, then focus on efficiency. You'll find you are accomplishing much more--faster. Read More

"Closing" is about bringing a prospect to the conclusion (reach a decision) to take some form of action (e.g., take the next step) and I view it as a progression of consent. In that context "Always Be Closing" makes sense. Read More

Do you get the impression that a large number of people do not understand (I don't get it) social networking let alone social networking technology? Read More

SALES: A Turkish carpet salesman teaches to never let a warm lead go cold. SMALL BUSINESS: You are sitting on a gold mine of leads in your existing database. PERFORMANCE TIP OF THE WEEK: How to get more ideal clients. www.MyLeapTools.com Read More

If you want to be one of the sales managers that get fired next year, there are 3 sure ways to accomplish that task. This list does not include missing your quota. That is a non-negotiable of your job. Why should a company even have a sales manager if you can't hit the number? Read More

Do sales intimidate you? You're not alone. Here are three easy ways to get confident and close more deals. Read More

As sales professionals, we're all very goal directed and measurement oriented. Managers leverage numbers heavily in managing and coaching performance. But there's a fine line in using the numbers appropriately in coaching. Too often, coaching becomes about the numbers and not about what they mean. Read More

If desired growth and margins are to be maintained, sales leaders who have guided their organizations during good times must establish a new environment to meet the challenges presented by today's more austere conditions. Read More