Unlocking Sales Success with DiSC Assessments: A Must-Have Tool for Every Sales Professional

Meeting a customer

In the ever-evolving world of sales, understanding both yourself and your buyer is not just an advantage—it’s a necessity. The DiSC assessment stands at the forefront of this understanding, offering a mirror to our selling style and a window into the personalities of our buyers. Incorporating DiSC assessments can revolutionize your sales approach, training, and […]

12 Reasons Your Best Sales Reps Are Leaving!

Years ago, when one of the authors was in graduate school a professor made the following statement. “There is no bottom line until there is a top line. The key to a top line is hiring and supporting great sales professionals.” It was a profound statement then and it’s still profound today. Great sales professionals […]

Are You The Ideal Sales Representative?

Over lunch during a recent sales training seminar we were asked a question that normally arises in discussions with sales executives or HR managers: “From both of your experiences in managing sales teams and consulting on sales productivity, what are the attributes that embody the Ideal Sales Representative?” Here is how we responded. The best […]

The Four Coaching Challenges Sales Managers Face

When a sales representative or account manager is promoted to a district, region or team sales manager, they often face challenges they’ve never considered before. For example, how much time do I spend “managing up” to my boss and the senior staff versus “managing down” to my team? Managing up can be problematic because it […]

MedTech Sales Professional: How Are You Improving Your Craft?

If you’re in MedTech sales you have a designated territory and a sales goal. Making the “plan” is your number one objective. If you are a 1099 and self-employed, you are a hunter who only gets paid when you consistently hit the target, otherwise it’s a long dry season. Successful MedTech sellers recognize that the […]