How to Combat Disengagement to Put Power and Passion Back Into Your Sales Team

By The Brooks Group 

You’ve probably trimmed all the fat out of your budget and let under-performers go. You thought you were retaining the best and brightest, but now you’re fighting disengagement of even your (previously) most reliable employees. images

Survey after survey describes an American workforce that’s disconnected and tuned out. Consulting firm BlessingWhite found fewer than 1 in 3 employees (29%) are fully engaged and 19% are actually disengaged. Gallup asserts that, “In average organizations, the ratio of engaged to actively disengaged employees is 1.5:1.” And the Corporate Executive Board says disengaged employees are putting forth even less “discretionary effort” – at least 53% less – than they did a few years ago.

Just imagine if you could get your employees to start giving that 53% again… wouldn’t it transform your organization?

One area in which we see the serious consequences of disengagement is sales. To achieve sales goals and keep steady revenues rolling into your organization requires commitment to the sales role; in contrast, a disengaged sales team can pull even a strong company down.  It’s up to you as a sales leader to tap into your team’s potential to get superior results.

The good news is that with a little dedication and creativity you can put the power and passion back into your team: It’s about knowing the strengths of each individual on your team, determining what motivates them, communicating expectations, and being diligent about holding them accountable for meeting their goals. […Continue Reading…]

SalesJournal Store: Mastering Major Account Selling

By Richard Ruff, Janet Spirer

(Purchase this book at the store)


Major accounts are not just big little accounts – they’re fundamentally different. Mastering Major Account Selling explores the skills and competencies of top performers selling in major accounts.

Three core sales performance skills are addressed in Chapter 1 – asking questions, active listening and positioning your capabilities.

Best practices for five business development competencies are explored in Chapter 2: identifying leads, qualifying leads, preparing for calls, handling objections, and obtaining commitment.

Buy It Now!

Do You Fear Sales Objections?

By Helen Bereschinova

A successful sales presentation does not mean that it is devoid of sales objections. In fact, sales objections can actually help in enhancing the total picture of a sales presentation. It might seem a surprising fact but sales objections can be a very important part for even sales surveys to improve the status of the product or the service of sale.

imagesFearing sales objections can make a salesperson extremely vulnerable to failed sales presentations. In case the sales person tries to avoid sales objections it is going to generate a sense of suspicion in the hearts of the customers. This creates an initial mental barrier in the customer’s mind towards the product.

To avoid any such situation, the sales person should first analyze and study the products that they are about to prepare a presentation for. This would give them a clear idea so as they can anticipate the points which can later on generate sales objection from the customer. Once they have these points in mind, they can better prepare themselves for the forthcoming sales objections.

[…Continue Reading…]

Seeking Success: Do You Ask For Help?

By Daniel Newman (  


Have you ever had the chance to sit down with someone that you consider really successful and asked them to describe the pivotal moment or moments that changed the course of their lives?

Undoubtedly those moments will vary from one success story to the next, but there is something that I almost guarantee each of these people and their stories will have in common…They all had help.

Whether a great mentor, an inspiring teacher or perhaps some financial support, it is almost inevitable that the most successful people didn’t go at it alone.
That isn’t to suggest for even a moment that each great success story wasn’t achieved through a relentless commitment to success and to overcoming every hurdle that crossed their path.

However, what I am suggesting is that the great ones were willing to do something that so often alludes us. They asked for help. Which ultimately means they put their pride aside momentarily in order to keep their ambitions moving forward.

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Sales Motivation Tools to Help Improve Your Sales Team’s Performance

By Danita Bye ( Sales Growth Specialists)

Five Sales Motivation Tips for Top Sales Performanceimages

One of your most important tasks, as a business owner or manager, is to dig into the “why” of sales behavior to discover the “how” of motivating your salespeople to deliver the sales results you’re after.

Here are a few tips, beginning with a jewel of timeless advice from Dale Carnegie.

Selling When Your Business Has Had a Negative Perception Event

By John Asher  (Asher Sales Training Consulting) images

When a business has had a negative perception event, panic can set in among its salespeople. It make things tougher for them, especially when competitors smartly use it to their advantage and begin to take away accounts.

Every business is capable of making mistakes, but it is what you do when your business has had a negative perception event that will make the difference between disaster or recovery, or even greater brand loyalty. […Continue Reading…]

Costly Assumptions

By Keith Rosen (

When clients ask for help in closing more sales, I’d ask them to list the objections they are hearing that prevented the sale. It’s when they start stumbling over their response that I ask, “Are these the objections you are hearing directly from your prospects or what you’re assuming as the reason why they don’t buy?”images

Whether it’s around our sales efforts, during a conversation with our boss (and our kids), or when trying to uncover ways to best manage your team, certain assumptions can dramatically affect the results we seek to achieve, especially during a conversation.

[…Continue Reading…]