Too many companies fail at creating a strong, high performance sales force. The most common reason is that the managers work from instinct and results, rather than process and activity. It doesn’t have to be that way. A good activity management program is within the reach of any Read More

I had a really powerful conversation with a friend of mine a few days ago. He’d just left his position of several years, managing a sales force selling to (through) independent dealers in his industry, both small and medium sized. He’d done a nice job. His division had posted Read More

Good sales managers spend a significant portion of their time on the coaching and development of their salespeople.  This is your opportunity to become a difference maker in your salespeople’s career.  Something you need to understand is this:  Your entire value to your company Read More

Recently, while perusing discussions on my LinkedIn groups, I saw a statement that can only be described as a doozy:  another sales trainer posted, “I can teach you to build a relationship, based on trust, that will last a lifetime, and accomplish that within a 30 minute sales Read More

How strong are your customer relationships?  You’re probably answering, “very strong,” “our customers love us,” or words to that effect.  That’s great.  Now answer this question: “What percentage of your customer base would allow you one big mistake and continue doing business Read More

I answered the phone this afternoon and an earnest voice said, “Hello, Mr. Harrison?  This is Chris (last name eliminated), and I’m your new representative with (Company X).  I’m calling to introduce myself, and to see if we could set up a time to chat, so I could learn about Read More

If you’ve been in sales for long, you’ve probably heard people talk about “sales processes.”  You might even work under one.  There are dozens of different “sales processes” being used in the marketplace.  Some are pretty decent, some are basic, and some are extremel Read More

Throughout my career, I’ve always maintained that when selling is done right, it’s one of the most purely beneficial and enjoyable ways to make a living that there is. And then there are times that I’m disappointed in the ethics of my profession. Such an instance happened a Read More

As some of you may know, I used to race stock cars.   Racing stock cars is a pretty intense activity – you’re on a track that is somewhere between ¼ and ½ mile in length, you’re trying to control hundreds of horsepower, and you’re among 20 of your best friends (or not).  It’s Read More

Sometimes, when I tell people that I buy things off the Internet, they are insulted.  In fact, sometimes I’m treated like a traitor to the sales profession.  “But Troy,” they say, “Aren’t you the one telling us that the Internet is competing with the sales profession?  And Read More

If you’re a regular reader of this column, you know that I value “good thinkers” over “good talkers” when trying to predict whether someone can be a great salesperson.  This time, I’d like to examine one particular aspect of “good thinking.”  I’ve worked with literally thousands Read More

Due to a motorcycle accident, I’m currently laid up with a fractured kneecap.  I’m still getting a lot of work done, but one of my key concerns is muscle atrophy.  Any time you’re off your feet, it’s easy to let your muscles stiffen and/or lose their strength.  I’ve been doing a Read More

THE MOST IMPORTANT QUESTIONING TECHNIQUE One of the biggest benefits of my recruiting business – to me, at least – is that it keeps me sharp on my listening skills.  You have to be a good listener when you’re hiring salespeople for one big reason – salespeople will usually tell Read More

Recently, I was in Orlando speaking at a trade show. At the conclusion of my program on Prospecting, I opened the floor for questions and discussion. A man in the middle of the room raised his hand and said, “I think you missed a very important part of prospecting. You didn’t Read More