Motivation

Working in sales is competitive and challenging. Research shows that 57% of sales reps missed their quotas in 2018. You’ve probably heard about the 80/20 rule: 80% of sales are made by 20% of sales reps. Sales recruitment agency Aaron Wallis performed a study on Forbes’ 2020 Billionaires list, to find out that most billionaires started their career as sales reps. The bottom line? Sales is a hard job but if you do it right, you can become highly successful. Working hard in sales doesn’t necessarily lead to making millions. What makes some salespeople become really successful is working smart. But what is it…

Part of the magic of working in sales is that salespeople are the masters of their own destinies. Good sales reps don’t need to be micromanaged. That’s good news for any sales manager with a staff of outside salespeople who currently find themselves unable to leave their homes due to the COVID-19 pandemic. Still, it’s a manager’s job to keep the staff motivated and productive. When the days blur together and half of the sales team struggle to drag themselves out of bed in the morning, sales managers should have their work cut out for them. There are steps managers…

If your sales team is underperforming, there may be different reasons for it.  Luckily, there are ways to identify and correct any mistakes you may be making as a sales manager and get your sales team back on track. Here are the eight main reasons your sales reps may not be performing at 100%: 1. Poor Communication Skills Great communication is a key skill that all salespeople must have.  If there is one rep that struggles to connect with customers on a human level, it can negatively impact the performance of your entire team.  Communication not only involves having a…

Over half of American salespersons are sleazy, greedy, lazy, dummies, or occasionally criminal — according to sales movies.  And that hasn’t changed. Since 1903, when salespeople began appearing on the reel, portrayals have remained stagnant, and salespeople have despised them. Like, LinkedIn sales manager, Kelly Marberry, for whom, Glengarry Glen Ross and Boiler Room make salespeople look “slimy.” Seth Davis, as a “boiler room” broker, gains acclaim via unethical deals, while Glengarry Glen Ross’ salesmen constantly lie, deceit, threaten. But these movies are often liked. Wolf of Wall Street, where Jordan Belfort cons the innocent, churned $400m and also catalyzed…