Want a Better Business? It All Stems from Workable Relationships

Are you looking to create a better business? One where people love to work, and where clients love to do business? At CFS, we believe that better business begins with workable relationships. For more on workability, check out my blog article here. But for now, let’s focus a bit on what sabotages workable relationships so [...]

By | 2017-11-27T16:57:39+00:00 November 29th, 2017|Sales Leaders|0 Comments

3 Ideas to Improve Your Sales Management Process

Your sales management process can easily become stale. It’s not something you probably think about often. But when you look at it, it’s rare that a sales management process doesn’t have room for improvement. Here are 3 ideas to improve your sales management process. 1. Separate the idea of management from the title of manager. [...]

By | 2017-09-18T13:17:18+00:00 September 27th, 2017|Sales Leaders|0 Comments

Want to Grow Sales? Change Your Mindset

When you are trying to grow sales, it’s tempting to start by looking at your sales process or your team. Regardless of your approach, the best place to start is to change your mindset. 3 Ways to Change Your Mindset 1. Handle your head trash. Head trash is the little voice in your head that [...]

By | 2017-06-21T12:49:16+00:00 June 27th, 2017|Sales Leaders|0 Comments

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 | 2017-07-05T17:48:12+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 | 2017-07-05T17:40:31+00:00 May 11th, 2017|Sales Leaders|0 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

How to Recognize You’re a BAD Manager [and What to Do About It]

Let’s face it: there’s nothing glamorous about being known as a bad manager. In fact, it’s probably the last thing you’d ever want to hear from one of your salespeople. The truth is, however, that we hear a lot more horror stories about bad managers than we do about good ones. That’s not to say [...]

By | 2017-07-13T13:18:53+00:00 February 2nd, 2017|Sales Leaders|2 Comments

Coaching Salespeople: Here’s the #1 Obstacle for Sellers

When it comes to coaching salespeople, it’s important to know and understand the obstacles that stand in their way. Many salespeople struggle with the following: Poor (or no) prospecting process The wrong focus Not asking the right questions Not having a consistent, powerful process for following up after a meeting Not learning from each other [...]

By | 2017-07-18T12:19:58+00:00 April 14th, 2016|Sales Leaders, Sales Success|2 Comments

Elite Sales Management: Coaching Your People Where They Are

As sales managers, we’ve all been told we need to coach our teams. And for some people, it’s easy to see why! They fall short of plans and consistently get off track. But really, what value are you adding if you’re consistently coaching someone who’s not showing improvement? And what about our top performers? Is [...]

By | 2017-07-26T16:39:22+00:00 October 27th, 2015|Sales Leaders|0 Comments