Sales Training Isn’t the Answer.
Your sales issue might be a hiring issue, not a training issue. "We've booked them on another course." "They just need more confidence." "They'll improve once they know the product." Familiar. Logical. Often wrong. I can talk from experience: many businesses invest...
One of the biggest misconceptions: I hear from sales leaders and business owners is this:
“If we hire good people and train them well, sales performance will improve.” Training matters. But it can't replace the underlying Sales DNA that drives consistent results. In my work, I repeatedly see three traits that separate top performers from everyone else: A...
The Sales Technique Nobody Talks About: Let Them Correct You
One of the biggest mistakes salespeople make is asking too many questions. For once, shut up! I know that sounds strange coming from a sales coach. After all, we've all been taught that asking questions is important. And it is. But sometimes the fastest way to...
Every Sale Starts as a Mindset Decision
Many years ago, I was introduced to the book Mindset by Carol Dweck. Looking back, it changed the way I thought about sales and the way I coached salespeople. The truth is this: Selling is a mindset decision before it is a sales decision. Most people think...
You Can Train Sales Skills. You Cannot Easily Train Attitude.
Why do downside thinkers often become the hidden cost inside sales teams? One of the biggest hiring mistakes sales leaders make is assuming skills and attitude are the same thing. They are not. Skills can be trained.Attitudes are far more deeply wired. I work closely...
If I could just……..
Every year, I receive a calendar in the mail from one of my coaches, with whom I have worked for several years. His name is Dan Kennedy. “A calendar, you might say, what they still send out calendars!” A bit old-fashioned, don't you think? I have a phone for that. His...
The Gap Between Sales Expectations and Sales Reality.
Here's what every Sales Manager /Owner expects when they hire someone. Hire well. Train them. They perform. Simple. Logical. Obvious. Here's what actually happens. Good interview. Weak performance. More coaching. Frustration. Sound familiar? EXPECTATIONS VS REALITY...
What Happened When the Right Clients Showed Up.
A simple insight about "priority clients" that turned presentations into almost-guaranteed sales. Sales Leaders and Sales Managers, a question?Do you actually know your clients?One of NRS Media's great successes was our ability to truly understand our client...
Most sales hiring is stuck in the same comparison trap.
Most sales hiring is stuck in the same comparison trap.“We hire experienced reps.”“We hire motivated people.”“We hire good communicators.”“We hire people with a proven track record.”Sounds sensible, right?Feels responsible.Still loses in my opinion.Why?Because it’s...
Five Things Every Business Owner should Know before they hire a Sales Trainer
I am often asked what makes good sales training and coaching. Here are five tips to help you make the right decision when hiring a sales trainer or coach. 1. The sales team don’t see the sales training as relevant to them. Usually what happens is that a sales person...