5 Ways Sales Managers Can Help Salespeople Become Better Problem Solvers

All sales managers want great problem solvers on their teams, right? But do you have great problem solvers on your team? Do you have a team that is great at opening doors but fails to ask the right questions? Let’s fix this! 5 Ways Sales Managers Can Help Salespeople Become Better Problem Solvers The word [...]

By | 2017-06-12T12:01:24+00:00 March 22nd, 2016|Sales Leaders|0 Comments

Unmotivated Sales Team? 3 Sales Meeting Ideas to Inspire & Motivate

Are you a sales manager with an unmotivated sales team? Are you struggling to find sales meeting ideas that will inspire and motivate your team to get moving and just sell already? Sales “headtrash” has a way of getting to the best of us—everyone needs a little pick-me-up every now and then! As a sales [...]

By | 2017-06-13T17:10:27+00:00 January 26th, 2016|Sales Leaders|3 Comments

Sales Management Skills: If You Don’t Have These, You’re Not a Leader

Consider what you need to be and have to improve sales management and sales management skills. Before you do that, consider what it takes to be a sales leader. In my humble opinion, if you don’t have these, don’t even bother. Belief A Navy SEAL once told my peer advisory CEO group during a talk [...]

By | 2017-07-26T16:50:45+00:00 October 6th, 2015|Sales Leaders, Sales Success|3 Comments

5 Strategies for Breaking Out of a Summer Slump

We all slow down from time to time. The summer is particularly prone to slow-downs – everyone’s going on vacation, emails get left unanswered, Summer Fridays take over… and you find your sales team in a slump. slump [sluhmp] noun ... a period during which a person performs slowly, inefficiently, or ineffectively, especially a period [...]

By | 2016-12-05T11:35:22+00:00 September 3rd, 2014|Sales Leaders, Sales Success|0 Comments

Why Salespeople Should Approach Selling Like a Performer

You know what I always found funny about sales? I could be having the worst day of my life, and yet the second I get in front of a prospect, it suddenly becomes the best day of my life. I’m funny, engaged, and enthusiastic, and I leave the meeting with a spring in my step. [...]

By | 2016-10-17T16:34:16+00:00 August 8th, 2014|Sales Leaders, Sales Success|0 Comments

How to Handle Sales Objections in 5 Steps

Are sales objections stopping you in your tracks? Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. This fear is also a leading cause of debilitating Head Trash that can keep salespeople from making enough cold-calls or setting up new [...]

By | 2016-10-17T16:34:35+00:00 May 19th, 2014|Sales Success|3 Comments

Common Problems Salespeople Experience

Many salespeople fall into the trap of describing their products and services to their prospects. In this age of information overload, it's likely your prospect already knows all about what you offer. Instead, start by identifying the problems your prospects are facing. You can then frame the solutions you present in terms of their specific [...]

By | 2017-06-22T12:23:22+00:00 April 4th, 2014|Sales Leaders, Sales Success|1 Comment

5 New Year’s Resolutions for Salespeople

Here at Criteria for Success, we're big fans of a clean slate in the New Year. So in that spirit, here are our 5 New Year's Resolutions for salespeople to up their selling ability in the year to come. 5 New Year's Resolutions for Salespeople 1. Cut out the head trash. You know, that little [...]

By | 2016-10-17T16:34:59+00:00 December 24th, 2013|Sales Success|0 Comments

Marketing and Sales Staff: Can’t We All Just Get Along?

I have been selling for a fairly long time (over 12 years to be exact) and in that time I have seen plenty of wars between the marketing and sales staff. I can recall some meetings between the two departments that were so intense that it reminded me of the last fight scene in Rocky [...]

By | 2016-10-17T16:35:13+00:00 July 26th, 2013|Sales Success|0 Comments

Weekly Sales Meetings Are a Waste of Time!

When employees are tuning out your weekly sales meetings, it can be hard to switch up the program to get the conversations flowing and your salespeople focused. It's Monday morning. Somewhere behind the venti cups of Starbucks and dim glow of a half dozen BlackBerry and iPhone screens exists a sales staff. You know, the [...]

By | 2016-10-17T16:35:39+00:00 September 11th, 2012|Sales Success|0 Comments