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.

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 | 2017-07-12T13:37:47+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 | 2017-07-13T12:34:12+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 | 2017-06-27T12:37:46+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 | 2017-06-23T14:00:13+00:00 January 31st, 2017|Sales Leaders, Sales Success|3 Comments

Sales and Marketing Collaboration: How to Leverage Your Teams to Sell More

I’m clear that sales and marketing are working more closely together than ever before. This is especially true at CFS. Let me tell you about it. About three years ago, we were happy to get 1,000 hits a month on our website. Ever since then, we have consistently increased this number. This month’s numbers are [...]

By | 2017-07-13T13:54:48+00:00 December 27th, 2016|Sales Leaders|5 Comments

How to Forecast Sales: 4 Tips to Keep Your Sales Team on Track

How to forecast sales is one of the top concerns I hear from our clients. Busy sales managers want to help their salespeople stay on track, and rightfully so. There’s a lot more involved in the selling process than just selling! So, check these four tips to put you on the right path when it [...]

By | 2017-06-27T12:29:47+00:00 November 22nd, 2016|Sales Leaders|1 Comment

Sales Methods for Managers: Creating a Sales Training Program that Sticks

If you’re in the process of building a winning sales training program for your team, you might be wondering which sales methods will work best. Well, we’ve focused on this quite a bit as of late. Our Marketing Manager, Rebecca Smith, addressed this idea recently in her article The Sales Methodology Every Sales Manager Should [...]

By | 2017-07-17T14:22:04+00:00 October 20th, 2016|Sales Leaders|0 Comments

Hiring Sales Consultants: What to Look for in a Training Partner

Selecting the right sales consultants for your next training program can be a daunting process. Of course you want to pick sales consultants with a good training program, good chemistry, and good references—but as you go about checking them out, make sure you include these often overlooked considerations. Hiring Sales Consultants Will They Hold Us [...]

By | 2017-06-21T17:27:04+00:00 September 13th, 2016|Sales Leaders|0 Comments

Making Deals When the Sale Goes Sideways

Making deals is tough work. I get very frustrated when prospective clients put me off or go radio silent. In my opinion, here are a few of the most common reasons why: The prospect over-committed. They thought it was a good idea to reach out for help at a time when they were particularly overwhelmed, [...]

By | 2016-10-17T16:47:42+00:00 August 18th, 2016|Sales Success|1 Comment