by Janice Mars | May 25, 2018 | Sales
In many instances, we limit ourselves in how we go about selling into large accounts. Sales managers work diligently to “even out” territories ensuring everyone has a chance to make lots of money. But in the end, sales people struggle to reach their full sales...
by Janice Mars | May 11, 2018 | Sales
Sales managers have many different leadership styles. But most know the difference between telling their staff what to do and actually coaching their team. Still, many managers continue to dictate because they believe it’s faster and easier to get the results they...
by Janice Mars | Mar 2, 2018 | Sales
Is your customer/prospect engaged in their buying process? You may be so focused on your own sales process that you ignore the very thing that will determine if a deal closes or not. Time is money. So, at some point, you must learn to recognize the tell-tale signs...
by Janice Mars | Feb 9, 2018 | Sales
I got into sales by default. Early in my career, I was an implementation consultant (professional services) and was quickly promoted to team manager – with no training or coaching. My peers were now working for me. Let’s just say I did not do much right as a...
by Janice Mars | Aug 11, 2017 | Sales
Quotas aren’t being met and sales performance overall is lagging every quarter. Moral is atrocious, and no one seems to have any answers. You look to your sales manager to fix it, but then realize he needs coaching and training to get over the hump, which you provide,...
