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 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

How to Create Lasting Business Relationships

Creating lasting business relationships isn't difficult! We've discovered five elements that will help you build empowering business relationships and ease the tension often associated with selling. Here at CFS, we use the term discovery-based selling and discovery-based training. We encourage prospects and clients to discover what works rather than being told. Think about this for [...]

By | 2017-01-04T12:02:16+00:00 July 5th, 2016|Sales Leaders, Sales Success|1 Comment

When Sales Training is Not Mandatory

What happens when sales training is not mandatory? Let’s explore this… But first, I owe much of the inspiration of this blog to thought leaders I have had the fortune to study of late. These include: Michael, C. Jensen, Harvard Business School Werner Erhard, Social Science Research Network Steve Jobs, Apple and Pixar Joel Barker, [...]

By | 2016-10-17T16:48:10+00:00 June 14th, 2016|Sales Leaders|0 Comments

Sales Training Seminars: NYSA Super Seminar Day

On Wednesday, May 25th, my team and I facilitated two sales training seminars in Manhattan for the NYSA Super Seminar Day 2016. The two sales training seminars: How to Build a Winning Sales Team and Social Selling for Business Development and Recruiting were designed as discovery-based workshops. My team was made up of Jonathan Allen, [...]

By | 2016-10-17T16:30:50+00:00 May 31st, 2016|Sales Success|0 Comments

Advice to Executives: Get Your Mind Out of the Gutter!

Question for executives (and everyone else!): What might happen if you were no longer disempowered by head trash? This is an interesting question. The moment I ask the question, I am no longer my head trash. It can’t be any other way. The “I” that is asking is separate from head trash, although I venture [...]

By | 2016-10-17T16:31:00+00:00 May 10th, 2016|Sales Leaders|0 Comments

Creating a PlayBook that Wins: The Philosophy behind the Mechanics

Creating a PlayBook is a big commitment. So, are the rewards worth the investment? The Aberdeen Group did a survey in July 2015, which resulted in the following conclusions: Best in class companies are 3 times more likely to deploy Sales PlayBooks PlayBook users report 15% more sales reps achieving annual quota PlayBook practices combined [...]

By | 2016-10-17T16:31:10+00:00 April 19th, 2016|Sales Leaders|0 Comments