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Sales Leaders: Make Sure You Are Not the Weak Link!

by Jeff Beals | Sep 20, 2018 | Sales Leadership & Management

By Jeff Beals It’s hard to admit this, but the weak link in many selling organizations is often the sales leader, the person in charge of driving revenue growth but who almost never receives proper training or mentoring. Not only do most sales leaders lack...

How Can We Improve the Sales Profession’s Reputation?

by Jeff Beals | Sep 3, 2018 | General Sales Topics, Sales Leadership & Management

By Jeff Beals The good news is that salespeople are considered more trustworthy than stockbrokers, politicians and lobbyists. Unfortunately, that’s it. Pretty much every other profession is considered more trustworthy than sales.  Ouch. Now here’s the bad news: only 3...

How Much Time Should Sales Managers Spend With Their Reps?

by Jeff Beals | Aug 18, 2018 | Sales Leadership & Management, Sales Motiviation

By Jeff Beals In any given year, half of all sales reps fail to make their quotas.  That’s a macro statistic, not necessarily applicable to every industry.  Some companies might be better; others are worse.  So it would make sense that sales leaders do everything they...

How on Earth Do You Motivate Salespeople?

by Jeff Beals | Aug 3, 2018 | Sales Leadership & Management, Sales Motiviation

By Jeff Beals It’s an over-used cliché, but managing sales teams has often been compared to herding cats. Since the beginning of modern business history, sales leaders have struggled with how to motivate salespeople to go the extra mile and exceed their sales goals. A...

What Does Sales-Rep Job Hopping Mean to You?

by Jeff Beals | Jul 9, 2018 | Sales Leadership & Management

By Jeff Beals Workers in the United States are choosing to leave their jobs at the fastest rate since the internet boom 17 years ago, according to a recent Wall Street Journal article, and it’s paying off for them in the form of bigger paychecks and more satisfying...

What Do Sales Reps Fear the Most?

by Jeff Beals | Jul 1, 2018 | General Sales Topics, Prospecting, Sales Leadership & Management, Sales Motiviation

By Jeff Beals Which part of the sales process is most difficult for you?  Which part intimidates you? Hubspot.com set out to determine which part of the sales process causes reps to struggle the most, and the survey results were quite interesting: Prospecting 42%...
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  • How Do a Bunch of Lone Wolves Form a Sales Team?
    By Jeff Beals
    April 9, 2021
  • Dangers of Product Knowledge
    By Jeff Beals
    April 2, 2021
  • Looking Back at Last Year’s Most Important Advice
    By Jeff Beals
    March 27, 2021
  • 40 Percent of Sales Reps Say Closing Is Most Stressful
    By Jeff Beals
    March 6, 2021
  • Here’s How to Survive a “Surprise Attack” Objection
    By Jeff Beals
    February 26, 2021

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