Blog - Sales Performance

Articles and blog posts from our thought leaders on topics related to Sales Performance.

  • The Player/Coach: An Urban Legend?

    The Player/Coach: An Urban Legend?

    So what makes so many senior sales leaders think the player/coach is a good idea in business development?

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  • Get More Sales With The Same Headcount… Sound Familiar?

    Get More Sales With The Same Headcount… Sound Familiar?

    Your task is to increase sales year-over-year without adding headcount. Does that sound familiar?

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  • So What? Making The Shift When It’s Your Turn To Talk

    So What? Making The Shift When It’s Your Turn To Talk

    In most cases, much of the transformation from transactional to consultative selling is about making the leap from “telling” to “asking.”

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  • 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?

    I can't imagine this would ever happen in the real world of a sales leader, but if you took a month off, how well would your sales team perform in your absence?

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  • 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...

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  • 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...

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  • 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...

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  • 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...

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  • 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...

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  • 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...

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  • 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...

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  • 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...

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  • 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...

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  • 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...

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  • 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,...

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  • 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...

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

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

    In most cases, much of the transformation from transactional to consultative selling is about making the leap from “telling” to “asking.” It’s also about shifting away from an emotional...

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  • 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?

    I can't imagine this would ever happen in the real world of a sales leader, but if you took a month off, how well would your sales team perform in your absence? What about two weeks?...

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

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

    Your task is to increase sales year-over-year without adding headcount. Does that sound familiar? If you have been a sales leader long enough, I am sure this is one of the challenges...

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  • Your Goal or Your Job...

    Your Goal or Your Job...

    Happy New Year! I can’t believe it’s 2017. Remember Y2K and the prediction that computers around the world would crash when the date changed to 1/1/2000?  We thought the world was going...

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