A Sales Training Blog by FranklinCovey

A strikingly different approach to selling that is focused on helping clients succeed. Training for sales professionals by Franklin Covey.

  • The Importance of PRESENCE in the Sales Process

    The Importance of PRESENCE in the Sales Process

    Are you present with your clients? What the heck does that mean, anyway? To me, it means being “there” with a client and facilitating a conversation about THEIR needs as opposed to...

    Read Article
  • Sales Insights from "Silicon Slopes"

    Sales Insights from "Silicon Slopes"

    I recently attended EY’s Entrepreneur of the Year Awards Gala in Salt Lake City. The evening was full of inspiring stories about bringing great ideas to life, overcoming adversity, and...

    Read Article
  • How to Avoid Being "That Boss": Keeping Your 'A' Players on the Team

    How to Avoid Being "That Boss": Keeping Your 'A' Players on the Team

    Recently I was speaking with a friend about a significant reorganization that is happening at the company at which he works. When I asked him how he felt about this reorganization he...

    Read Article
  • How Good Do You Want to Be?

    How Good Do You Want to Be?

    “The electric light did not come from continuous improvement of candles.” - Oren Harari I have had the amazing opportunity to work with high-performing sales teams from around the...

    Read Article
  • Is Cold Calling Really Dead?

    Is Cold Calling Really Dead?

    “A sale isn’t something you pursue; it’s what happens to you while you are immersed in serving your customer.” —Anonymous You may have heard a rumor that cold calling is history. I’m...

    Read Article
  • It's All About the Numbers (Too Bad): How quota keeps us from achieving our best

    It's All About the Numbers (Too Bad): How quota keeps us from achieving our best

    Is quota an incentive or a disincentive? If you’re in sales, you have an annual target you’re expected to hit. Goals are good. They work because they drive focus and inspire people to...

    Read Article
  • Sales and Marketing...Why Can't We Just Get Along?

    Sales and Marketing...Why Can't We Just Get Along?

    Sales is from Mars, Marketing is from Venus. And all too often, the marriage between these two disciplines is strained, dysfunctional, and downright costly. Marketing wages an air war...

    Read Article
  • How to Fund Your Sales Transformation: Fire the Underperformers

    How to Fund Your Sales Transformation: Fire the Underperformers

    As sales leaders, we spend a lot of time trying to develop the bottom 20% and turn them into capable salespeople. We send them off to two-day sales training seminars, have them take...

    Read Article
  • Tales from the Other Side...

    Tales from the Other Side...

    As marketing director for FranklinCovey’s Sales Performance Practice, I am inundated with emails from every imaginable provider of marketing services from search optimization firms to...

    Read Article
  • What Good Looks Like...From a Buyer's Perspective

    What Good Looks Like...From a Buyer's Perspective

    It’s our job as solution providers to help our customers make informed decisions throughout the sales cycle. To do this, we need to understand their thinking and requirements by asking...

    Read Article
  • Has Sales Leadership Become too Complex?

    Has Sales Leadership Become too Complex?

    I would love your thoughts on something... What if sales leadership has become so complicated that no one person can accomplish all aspects of the role with excellence? Hiring, firing,...

    Read Article
  • Compelled to Coach

    Compelled to Coach

    Have you ever known a manager who, after every joint call or conversation, feels the need to offer you ‘coaching,’ always under the banner of YOUR self-improvement? It often begins with...

    Read Article
  • SO WHAT?  Making The Shift When it’s Your Turn to Talk

    SO WHAT?  Making The Shift When it’s Your Turn to Talk

    Dennis Susa outlines the SO WHAT? method to provide transition and structure when you’ve exhausted all your questions and it’s time to convey your solution.

    Read Article
  • Sales Leaders... If You Took a Month Off, How Well Would Your Sales Team Perform?

    Sales Leaders... If You Took a Month Off, How Well Would Your Sales Team Perform?

    Ray DiCenzo explores two coaching approaches to sales leadership and the impact of each.

    Read Article
  • Get More Sales with the Same Headcount... Sound Familiar?

    Get More Sales with the Same Headcount... Sound Familiar?

    Ray DiCenzo explains how to meet the challenge of increasing sales without adding headcount by outlining a strategy get “B” players to perform like “A” players.

    Read Article
  • Stop Paying Attention to Your Goal

    Stop Paying Attention to Your Goal

    Sean Frontz explains how over-focus on the goal results in 65% of all salespeople failing to hit their target, and offers some tips on how to avoid this.

    Read Article
  • Selling to Millennials: The Importance of Authenticity

    Selling to Millennials: The Importance of Authenticity

    Cam Crockett explains the unique role that authenticity plays in the sales process with millennials and offers practical advice on how to sell to this growing and influential segment.

    Read Article
  • The 7 Habits for Sales Leaders

    The 7 Habits for Sales Leaders

    The time-honored and proven productivity and self-improvement principles described in Dr. Stephen R. Covey's The 7 Habits of Highly Effective People are applied to the sales profession.

    Read Article
  • The 7 Habits for Sales Leaders: Sharpen the Saw

    The 7 Habits for Sales Leaders: Sharpen the Saw

    Our final point-of-view article. The 7th in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People.

    Read Article
  • The 7 Habits for Sales Leaders: Synergize

    The 7 Habits for Sales Leaders: Synergize

    This is the sixth point-of-view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People.

    Read Article
  • loading
    Loading More...