by Customer Service | Sep 25, 2023 | Building Teams
Myths About Commission-Only Reps They must not be any good or they would get a salary position. They’re desperate so will take any job. They’re fast-talking con-artists. Fact is, many of the most qualified, best performing sales professionals prefer commission-only...
by Customer Service | Sep 25, 2023 | Building Teams
Always Be Training It’s one thing to get warm bodies in the door. It’s quite another to get them to perform. Comprehensive realistic training must be provided by a trainer that knows all aspects of the product and sales. Product training is the first step, This is...
by Customer Service | Sep 25, 2023 | Building Teams
Always Be Managing What does the myth of Sisyphus have to do with sales? Everything. Sales ultimately is a grind. You make endless calls. You put up with countless rejections. Call reluctance is like a virulent disease. Reps find things to do… anything rather than get...
by Customer Service | Sep 25, 2023 | Building Teams
Always Be Recruiting Every company wants closers, but how can you tell a closer from a poser? If someone tells you they can always pick a winner, ask them why they don’t go to Vegas. Because all you have to do is win 51% of the time and you would literally own the...
by Customer Service | Sep 25, 2023 | Building Teams
ABCs of Building Sales Teams Always Be Closing A memorable line from the movie Glengarry Glen Ross. Entertaining but ridiculous in practice. This is the old-school concept that you can talk people into things… Perhaps you can for a moron but morons rarely build...
by Customer Service | Sep 23, 2023 | Building Teams
Sales Managers There are 5 types of sales managers: 1. Classic Motivator. Likes to have frequent sales “meetings” which are actually rah-rah pep rallies. Demands all reps have “positive attitudes.” He is the master of the obvious and never saw a platitude he didn’t...
