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7 Tips for Leading a Happy, Successful Remote Sales Team

Manage remote sales team

Remote sales teams have become very common in recent years.

Working remotely has more than its share of benefits.  But it also presents some new challenges. For example, how do you successfully manage and coach a remote sales team? How do you create a positive work culture with so much distance between everyone? How do you keep your team motivated, effective and happy?

Even though a remote sales manager can’t be in the same room as his or her associates, there are all kinds of ways to establish a healthy culture for the team. Read More…

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How to Respond to Discount Requests: 7 Effective Responses

How to respond to discount requests

No matter what product or service you sell, you will likely come across customers asking for discounts for various reasons.

As a sales professional, your goal is to close these deals in a way that satisfies the customer, while working within your company’s pricing constraints.

Some companies are very happy to issue discounts. In some cases, on their own timeline (ie. once or twice a year sale, regular discounts and promotions, etc.). In other cases, companies discount as needed to close a specific deal, or based on the unique terms and size of the deal. Read More…

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7 Often-Ignored Strategies that Improve Sales Team Productivity

Sales Team Productivity Tips that Get Ignored

Good salespeople tend to be self-motivated.

But that doesn’t mean that as a sales leader, you can’t have a significant impact on your team’s overall productivity.

Everyone on your team, from new recruits to sales veterans, can benefit from an occasional tune-up of their processes and productivity habits.

As a leader your productivity plan has to be broad – including not just tools and software, but sound strategy as well. Read More…

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How to Be More Interesting in Conversation: 6 Tips

Are you interesting in conversations?

To be an effective salesperson, you have to be adept at having conversations.

You want to be someone people want to talk to. Not the salesperson they want to avoid or get off the phone with.

Some of that is effective sales technique. But it’s also about just being good to talk to. Relatable. Trustworthy. And interesting.

Fortunately, there’s no shortage of conversation opportunities in the life of the average salesperson. Much of it falls outside of work. Read More…

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8 Common Causes of Sales Slumps, and How to Avoid Them

8 Causes of Sales Slumps

It’s something nearly every salesperson dreads – the slump.

Sure, they happen to everyone. But when you’re in the middle of one you find yourself questioning everything, fearing how long it might last, and wondering what you can do.

We’ve written before about ways to end a sales slump as well as quotes that might help you out of a slump by giving you some perspective. But why do slumps happen in the first place? And what can we do to avoid them (at least some of them)? Read More…