About Charles Bernard

Charles Bernard is the CEO at Criteria for Success. He writes about sales, sales leadership, social selling best practices, time management, and anything related to helping others make sales success a habit.

Gimme the Sales Training Techniques. I Need the Techniques!

"Gimme the sales training techniques!" I was in a meditation class once and the instructor said, “you’ll receive the techniques that bring you inner peace.” In the second session, a classmate said, “gimme the techniques, I need the techniques!”  I never forgot this line. To this day I don’t know if she was serious or [...]

By | 2017-05-22T13:25:42+00:00 May 24th, 2017|Sales Leaders|0 Comments

Sales Manager Training for the Best of the Best

If you plan on being an accountant, lawyer, or doctor, you’re going to get certified after taking some intense courses. There are few, if any, accredited sales manager certifications. Nope! Being a sales manager is mostly learned on the job. When you have the opportunity to get good sales manager training, pick wisely! Approach sales manager [...]

By | 2017-05-11T10:20:59+00:00 May 11th, 2017|Sales Leaders|0 Comments

Use These 9 Rules to Whip Your Sales CRM Into Shape

You must use a sales CRM if you’re a VP of Sales. Period. Give your salespeople the proper training and set the rules for how to use the sales CRM. Your salespeople have a better chance of making quota when the rules of engagement are clear. Use These 9 Rules to Whip Your Sales CRM [...]

By | 2017-04-17T11:15:56+00:00 April 18th, 2017|Sales Leaders|1 Comment

4 Roles & 12 Questions for Your CRM Implementation

CRM implementation can be daunting. Fortunately, the following article is here to help as you embark on this journey. Use the 4 key roles and 12 questions detailed below as you focus on CRM implementation. 4 Key Roles to Define During Your CRM Implementation First, identify the key stakeholders who will benefit the most from [...]

By | 2017-04-03T15:58:11+00:00 April 4th, 2017|Sales Leaders|0 Comments

Breaking Out of a Sales Funk with a Successful Sales Process

A successful sales process will get you out of a sales funk every time. How? Check out the 5 recommendations below to get started. Breaking Out of a Sales Funk with a Successful Sales Process Take Out the Trash “My boss will fire me if I admit that I have no prospects this month.” “I [...]

By | 2017-03-20T13:42:39+00:00 March 23rd, 2017|Sales Success|1 Comment

4 Ways to Manage Sales Growth with a Sales Process

Responsibility for sales growth and a sales process is not limited to members of your sales team. If the pressure for sales growth rests exclusively on the shoulders of the VP of sales, then you risk fostering a culture of insularity in your company. If you don’t want the sales department to become an island, [...]

By | 2017-03-20T13:44:25+00:00 March 21st, 2017|Sales Leaders, Sales Success|2 Comments

How Your Sales Philosophy Helps Maintain a Client Relationship

Working to maintain a client relationship is an ongoing process. Where do you coach your salespeople to start? How do they continue to keep it healthy? How Your Sales Philosophy Helps Maintain a Client Relationship Read on for a few suggestions. Sales Presentations When your salespeople are giving their first presentation and forming a new [...]

By | 2017-03-08T16:55:26+00:00 March 9th, 2017|Sales Leaders|2 Comments

12 Things Top Sales Performers Share

I’ve come across plenty of top sales performers in my travels as a sales trainer. I’ve also learned a lot from these top producers. Perhaps the best lesson is that truly successful top sales performers share best practices with their teams. Top Sales Performers Here are 12 things I’ve discovered they all have in common. [...]

By | 2017-02-23T09:37:05+00:00 February 23rd, 2017|Sales Leaders, Sales Success|1 Comment

Use the PLAYBACK Tool to Coach Sales

If you’re a sales leader, my advice for you to coach sales effectively is to respect the salesperson’s perspective before you begin. They might say to themselves: “it’s hard to be coached by my boss because she doesn’t respect what I have to say, especially since I haven’t invited her to coach me in the [...]

By | 2017-02-08T11:28:59+00:00 February 14th, 2017|Sales Leaders|0 Comments

Growing Sales After the Holiday Slump

Finding more leads for growing sales can be one of the most frustrating parts of a job for sales managers and salespeople. Many salespeople feel confident closing new business, but can’t find or nurture leads well enough to develop a steady pipeline of new opportunities. In some companies, leads are provided by the marketing department, [...]

By | 2017-01-30T11:55:45+00:00 January 31st, 2017|Sales Leaders, Sales Success|3 Comments