Relationship Management 101: Nurturing Your Biggest Fans

It’s the most wonderful time of the year: relationship management time! I know, I know. The term relationship management doesn’t sound very exciting. Having to “manage” relationships actually sounds like kind of a drag! I mean, relationships should be natural, right? Relationship Management 101 As I’ve gotten older, I’ve learned something funny about time: it [...]

By | 2016-12-14T17:01:30+00:00 December 15th, 2016|Sales Leaders, Sales Success|2 Comments

Active Listening Exercise for Your Next Sales Training Event

Looking for the perfect active listening exercise for your next sales training event? We’ve got one for ya! At CFS, we are big believers in group training activities. An effective active listening exercise accomplishes three things: It fosters collaboration. Sales can often be a very solo gig. Salespeople that are used to doing their own [...]

By | 2016-10-31T14:10:53+00:00 November 1st, 2016|Sales Leaders|2 Comments

Hiring Process Steps: Here’s How to Hire the Right Salespeople

When the hiring process steps were drafted at your company, did you notice something missing? You probably noted that there were sections for the job description and how to conduct an interview. Maybe there was even a section on red flags or things to look out for. But what about how to actually determine if [...]

By | 2016-12-05T15:17:36+00:00 October 11th, 2016|Sales Success|0 Comments

12 Signs Your Sales Training Program Is Failing – and How to Avoid It

Have you ever implemented a sales training program and been disappointed with the results? Maybe it looked something like this: Symptoms of a Failing Sales Training Program The purpose of the sales training program is unclear, either to management or to participants (or both). Some or all of the salespeople don’t believe they need sales [...]

By | 2016-10-04T11:51:09+00:00 October 4th, 2016|Sales Leaders|2 Comments

4 Factors in How to Define Expectations with Your Sales Team

Learning how to define expectations is one of the key responsibilities for any sales manager. But have you noticed that your various salespeople respond very differently when you set sales expectations? Some salespeople will see any expectation, whether an activity goal or a revenue quota, and do all they can to reach it. Others may [...]

By | 2017-02-23T14:53:17+00:00 September 15th, 2016|Sales Leaders|1 Comment

Change Management: How Building a Sales Playbook Can Fail

When I’m speaking with prospective clients, one of the best questions they can ask me is “What would cause this program to fail?” It shows me that they’re invested in making things work and really thinking about how to implement our sales growth program. I typically respond with some specific things we’ve noticed as the [...]

By | 2016-10-17T16:47:37+00:00 August 30th, 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

Employee Training: Do You Have the Right Salespeople on the Bus?

Employee training is necessary. It’s important. But employee training shouldn’t stop at new hire on-boarding. Continued training with current employees is equally, if not more important, than initial training. According to ClearCompany, 76% of employees want opportunities for career growth. What better way to promote career growth than to focus on continued employee training? But [...]

By | 2016-10-17T16:47:44+00:00 August 16th, 2016|Sales Leaders|2 Comments