by Janice Mars | May 16 2019 | 0 Comments

New sales people today get lots of training, documentation and support to help them succeed. Yet many continue to make these seven big mistakes – just like their predecessors. Do any of them sound familiar to you?

by Janice Mars | October 11 2018 | 0 Comments

To those sales leaders who are currently reading this while in a team meeting or workshop − remember that you set the standard for your team. No one can multi-task as well as they think. Set a good example and others will follow.

by Janice Mars | September 27 2018 | 0 Comments

Sarcastic comments, eye rolls, finger pointing, yelling… Where does this ever get anybody? By treating your internal team members like you would clients, you’ll get much better collaboration and results.

by Janice Mars | August 23 2018 | 0 Comments

Too often, sales people struggle to build quality pipelines and work to close deals at the same time. Here are a few tips to help sales managers help them achieve both by coaching their team to the right outcomes.

by Janice Mars | February 01 2018 | 0 Comments

Sales training can take a ton of time and money, but many programs fail to get desired results or have a lasting impact. Here are two key things you can do to ensure that your sales training “sticks” and provides long-term value.

by Janice Mars | August 17 2017 | 0 Comments

How I’d love to be a new salespeople. They seem to have it all: sales coaching, training, education, data and tools – and no fear with little to lose. Lucky devils. Wouldn’t you love to be a new sales rep today?

by Janice Mars | March 23 2017 | 4 Comments

New sales reps have access to a ton of training, documented case studies, and information on best sales practices. But why am I still seeing new sales people make the same bad mistakes as their predecessors?

by Janice Mars | November 10 2016 | 0 Comments

Often, sales reps don’t include their presales/sales engineer until the demo. Why would you not bring them into the discovery process? Presales/sales engineers have a lot to contribute beyond just running the demo – so use their talents wisely.

by Janice Mars | October 06 2016 | 0 Comments

Are you stumped when it comes to getting your sales teams to follow up on and complete action items? Are you confident that the good business practices you coached will show in your reps’ follow-ups when you’re not there? Here are some tips for sales leaders.

by Janice Mars | September 01 2016 | 0 Comments

After spending lots of money and time to onboard new sales reps, are you also spending an adequate amount of time coaching to ensure the best sales practices stick? Are you certain your coaching style will get the best results? Here are some tips for successfully coaching your new sales reps towards best sales practices.