Blog - Sales Performance

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

  • Helping Clients Succeed Webcast0:59

    Helping Clients Succeed Webcast

    Transform your sales process with FranklinCovey's consultative sales method. See what you will learn when you attend a complimentary Helping Clients Succeed webcast.

    Watch Video
  • Beware The Dark Side Of Exponential Sales Growth

    Beware The Dark Side Of Exponential Sales Growth

    Too many companies let sales quantity drive quality. Put quality first and align your sales team’s goals with your long-term strategy, and create real, sustainable growth.

    Read Article
  • When It Comes To Sales, It's Not How You Play The Game But How You Play To The Crowd

    When It Comes To Sales, It's Not How You Play The Game But How You Play To The Crowd

    Learn how shifting to a true customer-centric mindset brings sustainable growth through increased renewal rates, better margins and improved relationships with customers.

    Read Article
  • A Great Résumé Can Be Deceiving; Here's How To Sidestep The Experience Trap

    A Great Résumé Can Be Deceiving; Here's How To Sidestep The Experience Trap

    When it comes to sales teams, hiring for experience doesn't come cheap. And it can actually represent a harmful trap. Here's how to avoid it.

    Read Article
  • A High-Trust Sales Organization Starts From The Top

    A High-Trust Sales Organization Starts From The Top

    The new currency of competition is trust. High-trust client relationships transcend marketplace churn. Learn how to build a sales organization based on trust.

    Read Article
  • The Key To Boosting Trust In Sales? Put The Client First

    The Key To Boosting Trust In Sales? Put The Client First

    Your sales force likely has a massive blind spot—and it’s tanking their performance. Most sellers miss the importance of trust, even though it may be the most impactful thing they could address.

    Read Article
  • 8 Ways Your Team Can Succeed At Social Selling

    8 Ways Your Team Can Succeed At Social Selling

    Organizations no longer have the option of waiting to embrace “social selling”—the new model of leveraging online platforms to attract targeted buyers. Here are 8 tips to help you get started.

    Read Article
  • Five Sales Leadership Lessons From 2018 That Could Make 2019 A Whole Lot Better

    Five Sales Leadership Lessons From 2018 That Could Make 2019 A Whole Lot Better

    What important skill will your sales force own in 2019? Preparing for meetings? Developing trust with clients? Coaching each other? How can you, as a leader, ensure that they focus on it?

    Read Article
  • What I Would Tell Peter Thiel About Building A Sales Force

    What I Would Tell Peter Thiel About Building A Sales Force

    If your sales culture isn’t what you want, begin by looking in the mirror. What needs to change in terms of your beliefs, words and actions? Start here.

    Read Article
  • Fostering A Collaborative Sales And Marketing Relationship Leads To Big Wins

    Fostering A Collaborative Sales And Marketing Relationship Leads To Big Wins

    If your sales and marketing teams spend more time fighting than collaborating, it's time for a relationship reset. Encourage them to focus on finding common ground, developing mutual trust and goals.

    Read Article
  • A Master Chief Sales Officer's Secrets For Simplifying The Complicated Business Of Selling

    A Master Chief Sales Officer's Secrets For Simplifying The Complicated Business Of Selling

    If your sales performance needs a reset, take a holistic approach to analyze and energize your operation. Focus on what’s working, what isn’t and where you need to improve.

    Read Article
  • Six Simple Ideas For Predictably Hitting Your Sales Target Year After Year

    Six Simple Ideas For Predictably Hitting Your Sales Target Year After Year

    If the multifaceted and complicated sales strategies you’re using don’t achieve consistent high-performance, then change to a simpler solution. Simple is always better.

    Read Article
  • How Leaders and Organizations can Embrace Social Selling

    How Leaders and Organizations can Embrace Social Selling

    Randy Illig recently spoke with social-sales expert Brynne Tillman about how leaders and organizations must embrace social selling, or risk getting left behind.

    Read Article
  • The 8 Steps to Rolling Out a Social-Selling Strategy

    The 8 Steps to Rolling Out a Social-Selling Strategy

    Randy Illig recently spoke with social-sales expert Brynne Tillman about how leaders and organizations must embrace social selling, or risk getting left behind.

    Read Article
  • Why Your Sales Force Could Be Facing Extinction

    Why Your Sales Force Could Be Facing Extinction

    The same trends that have revolutionized the consumer experience are now transforming the process of buying and selling between businesses. Traditional B2B selling methods will likely become outdated.

    Read Article
  • An Appeal To CEOs: Stop Firing Your Sales Teams

    An Appeal To CEOs: Stop Firing Your Sales Teams

    Revenue growth and sales team development don’t have to be mutually exclusive. But, too often, CEOs tend to see it that way. Maybe that’s why, at companies that struggle with unpredictable sales.

    Read Article
  • 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?

    Read Article
  • 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?

    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

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

    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?

    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?

    Read Article
  • loading
    Loading More...