sclark, Author at New School Selling

All Posts by sclark

Motivating

motivated team

A sales manager can motivate and inspire salespeople in three ways. Proper compensation plans, conducting effective sales and training meetings, and helping salespeople set higher goals and objectives. Salespeople are motivated by ambition, the need for recognition, and of course, compensation. To prompt salespeople to higher levels of performance it is necessary to design an […]

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Focusing On The Wrong End Of The Problem

Focusing On The Wrong End Of The Problem

Many of the questions I get asked by salespeople tend to be “how to” or “technique” type questions. These questions are most often the wrong questions to be asking. Why? Because only about twenty percent (20%) of sales success can be attributed to technique(s. Simply put, asking technique type questions focuses on the wrong end […]

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