Blog categorized as Sales Team Leaders

Achieving success in sales isn’t easy. Rejection, disappointment, and frustration are constant companions on the road to sales success. 

That said, there are ways to get sales agents to produce more sales. The key is having a sales manager who has a variety of skills to lead their team. One of t...

Gen Zers define themselves by their work, and they are willing to do whatever it takes to get ahead. These individuals are digital natives who deeply value face-to-face contact.

So, what does this mean for your training programs?

It means a shift that incorporates the latest technologies, but als...

“Millennials” have been a frequent topic of discussion for many managers over the last few years.  It’s hard to believe that some millennials have been in the workforce for over ten years.   

If you’ve hired inexperienced employees recently, chances are you have a few twenty-somethings...

Meghan works in janitorial services at a major hospital, and she takes great pride in her work.

One day, she pairs up with a new team member to show him the correct way to clean rooms. However, he seems ambivalent about his new job, and about the importance of following strict cleaning procedures.

So,...

It’s been a tough couple of years, and many employees have felt an impact on their mental health and wellbeing as they deal with both internal and external stressors. Managers are stressed too, as they try to support employees emotionally while answering to executives on issues like low morale,...

...But you can't make him drink

This old saying dates to 1175, so this isn’t a new problem! But I use the “horse/water” metaphor because only 20% of your salespeople will drink the water you lead them to.

We’ve all racked our brains about why our salespeople don’t learn, take helpful suggestions, or t...

As a sales team leader, do you find yourself wondering if some of your sale people may just be born to sell while others seem to struggle?  It might feel like the ability to sell is something you’re born with, but according to some researchers, everyone is technically “in sales.” The sales...

Yes, I have a better vocabulary, and using the word sucks is a way of getting your attention. Please forgive me!

My point: Your salespeople focus on what gets their attention, and studies prove that the average person has an 8.2-second attention span (goldfish have 9 seconds...

As a Sales Team Leader, your greatest challenge and opportunity is to help your salespeople focus on their Sales Skills Habits! 

Your salespeople's lives are a reflection of their HABITS! 

• If they’re successful, it’s because of their habits. 
• If they’re mediocre, it’s because of thei...

When people are held accountable for their actions, they learn to value their work, thus reducing distractions and the amount of time they spend in low-payoff activities. When done right, accountability can increase a team members' skills and confidence.

Salespeople want to make sales. They want to k...

Goals are the absolute key to success. But the uncomfortable fact that is ignored is that the goal-setting process fails for 98% of real estate salespeople, who don't earn a respectable living. As a result, they go into debt and are forced to leave the business for economic reasons.

According to the ...

The way you make money is under threat! Millions of people consider realtors to be scammers. We are a part of an industry where our ethics are perceived as slightly above used car salespeople or shyster lawyers.

We have a problem. In 2021, NAR increased its membership by over 100,000 new realtors.

Why...

Making your salespeople accountable will return more profit than anything else you do!

Ninety-eight percent of us are "conditioned to follow." As young children, we became conditioned to please our parents, teachers, babysitters, and whoever is in charge. As adults, we learn to follow our l...

The answer to this question is both, but we suggest managing with an iron fist for at least the first six months. It will take six months to a year to determine which of your sales agents can self-manage.

Micromanage salespeople until they prove they can hold themselves accountable. Face the facts, n...

Sure, everybody wants to make more money and claims they want to be big producers, but do your salespeople really see themselves as top producers, and do they need to make a lot of money? Wanting money won’t do it; needing to make a lot of money is the key.

Most people don’t need to make a lot of mon...