SalesHQ

  As a sales trainer/consultant I  believe in paying a sales rep straight commision. Why? because most salespeople (approx. 80%) should not be in sales. And thats a whole new topic. I believe you should get paid for the results you achieve. Most, not all of sales reps want the salary for when they don't sell. Well should the kid at ...

What's the difference between the rising star whose career is picking up speed and his counterpart who can't seem to get the engine to turn over? Often, the star has mastered the nuances of business etiquette - the subtle but critical behaviors that can make or break an important meeting, influence a first impression or impress a potential client. According to ...

You've been slugging it out in your job and just found out that the other person in your department was promoted to the position you wanted.Why? Well,to get to the root you have to take an honest look at yourself and that is not an easy thing to do.Do you see yourself the same way as management does?What are they looking ...

Project management as a profession is well researched and has been written about extensively. In fact, the Project Management Institute's highly regarded Project Management Body of Knowledge (PMBOK) identifies 5 project stages and 9 knowledge areas. With all that is written and understood about project management, why do so many projects run too long, over budget or never meet their ...

You're done with exams, and now it's time for holiday break. Three straight weeks of couch lounging and video games sounds great when you're up to your eyeballs in coursework, but it isn't very productive long term. Why not devote some time and energy to one or more of these five low-key activities that will leave you in better career shape ...

It’s a fact: Many employees suffer from a toxic boss. If you’re in sales, a high-maintenance manager can be particularly difficult as you struggle to meet your quota. What’s a sales rep under pressure to do? In this podcast, Jeff Hoffman, CEO of the Massachusetts-based sales training organization Basho Strategies, outlines four steps to help you better manage your toxic sales ...

Like many salespeople and small business owners, I find staying focused during prime selling hours to be difficult. As a sales trainer, coach, and consultant, my days are filled with activities that try to pull me away from selling. Yet, like every other company, selling is the life blood of my business—its what keeps the doors open and the company healthy ...

Do you think it is possible? $1000 into $1 million in roughly 5 years. Or $2000 into $1.7 million in just 1.9 years! I'm not sure... But this guy shows you a video where he is actually doing it. And he does it so effortlessly and explains it all, as he goes along. Watch this video and decide yourself… This type ...

When you transfer to a new division or start a job with a new employer, it’s natural to want to demonstrate mastery of your position from day one. “You were hired to hit the ground running,” says Nora Klaver, a human resources consultant and author of Mayday: Asking for Help in Time of Need. “But you know that’s probably impossible, and ...

From time to time, my live chat staff passes me intriguing messages from visitors on our website. This is one came in from John last week: “I have a role play interview coming up on Tuesday. During the role play, I'm expected to make an appointment as a result of a cold call on the phone. My problem is, how do ...

Recession...Test your IQ!

If you travel on business more than a few times a year, you know it can be a grind. The drab airport lounges, cookie-cutter hotel rooms, expense-account restaurants and perhaps even the golf courses all blur together in a sea of sameness. At the same time, it’s ever more difficult to take a traditional solid week or two of vacation. Your ...

What is it that makes a world class team? Whether it’s a sales team, an IT project team or a football team, there are common elements that are present in teams that achieve the highest level of performance.   The first must-have element is “attitude”. A great attitude is contagious to everyone else on the team. A positive attitude always ...

Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers make all types of blunders. Do You Want To Increase Sales Performance?   Transforming your sales managers from good ...

We’ve all been there. It’s a beautiful day, and you can’t bear the thought of going into work. So you call in with some excuse about feeling ill, but you know in your bones that your boss doesn’t buy it. The feeling ill excuse is a short-term solution that won’t win you any fans at the office; someone else will have ...

 Just ask for it

So how would you like to start your prospecting campaign today? It’s Monday morning at 9 AM and you ask yourself, should I block out and hour for cold calling or should I go see the dentist for a root canal? For many the perceived level of pain is the same. The majority of sales professionals avoid cold calling like ...

Recently someone asked what I thought about "servant leadership." My short answer was that using the word servant is redundant. Don't misunderstand, I believe in the concept of servant leadership, and what you read or learn about leadership from that prism is extremely valuable. It's just that I believe being of service is an underlying component of leadership. Leaders, by definition, ...

You've always considered yourself a top-notch professional, but lately, it seems you're losing your touch. You don't feel like you fit in anymore. It's as if you walked into the office one morning and everything was different. These changes are probably much more subtle than you think, but you finally woke up to the fact that something's wrong. Is it ...

I once heard a presenter ask a room full of people what they thought about cooking a cheeseburger in their exhaust pipe. The audible disgust was instant. The collective brain in the room immediately shut down any possibility of the idea going any further. Your brain already knows how to help you succeed - so get out of the way. ...