Everyone wants to succeed in business, even to excel – but do you really know what it takes to get there?   It’s possible to guess, of course.   You might try to think up a list on your own, or you might try to put together enough motivation and self help books to figure out what the experts think. View Details

Want a quick way to destroy sales motivation and profit at the same time?  Picture yourself as a sales manager who suddenly receives a phone call from a salesperson who is on the verge of making a sale.  Here’s a sample of that typical conversation:    Salesperson: “We have to cut our price to make the sale. It’s just for this one sale. View Details

It's important to keep your salespeople motivated, and it's one of the best ways to keep your sales flowing.  Great sales managers are great sales coaches. Learn more about how to motivate sales people in this infographic. View Details

Studies have shown that your body language communicates more to another person than what you say or the tone of your voice. This is even truer when you are interacting with a stranger, as one naturally sizes up someone new. For that reason, your body language during a job interview has a large effect on the hiring manager’s perceptions of you and consequently, your likelihood of being hired. View Details

We spend a lot of time at work, from Monday to Friday probably more waking time in the office than with our families and loved ones. If we are to cope with this, we have to make sure we make the most out of our work time and enjoy it.   1. Positivity and smiling Positive thinking can feel labored at times but has been proven to work in multiple of studies. View Details

Do you view your annual review as a meaningless bureaucratic exercise? If so, it’s time to start taking it seriously. Supervisors typically invest a lot in the process and expect that their employees will too. In fact, in a Robert Half survey, 94 percent of managers polled said they believe performance reviews are effective in helping workers improve their performance. View Details

Today’s job search process has become extremely complex and it’s easy to make a single mistake that causes the whole project to self-destruct. Here are a 5 tips to keep your job search alive, as you deal with bizarre questions on job interviews, conflicting advice on writing your resume and a whole lot more.   (1) Google your own name.   You can bet recruiters and employers are doing this. View Details

When preparing for your next job interview, you’ll want to have answers to these common job interview questions. These answers are just a guideline to follow. The most important thing to do is to be honest and be yourself when answering these job interview questions.   1. Tell me about yourself. Perhaps this the most common and famous interview question of all interview question. View Details

Many of the biggest challenges sales organizations—and salespeople—face are problems of misaligned value.   When your dream client doesn’t perceive value, they are unwilling to move away from a price-based, transactional buying model. When they only perceive a certain type of value, they aren’t easily persuaded to buy a different type of value, even a level of value that is greater. View Details

A couple of years ago, I was asked by a senior leader to design a program that would help the sales team qualify more deals. The biggest obstacle to closing new business was how the team was managing customer objections.   As the customer mentioned an objection, some reps on the phone would become defensive and start to justify the merits of our company or product. View Details

For a sales manager looking for his/her first deep dive into sales analytics, it can be daunting trying to determine which sales performance metrics to focus on. Well, sales managers can consider their problems solved, with the release of our new infographic displaying the 14 Magic Sales Metrics that the most successful sales managers and sales teams track. View Details

Leading a group of people is not an easy endeavor. There are so many responsibilities, duties, and things to remember.  And once you have considered all of these things, you then have to take your employees into account. You have to consider both the way you lead them and the way you look after them. View Details

Here’s a shocking statistic: 59 percent of Americans would choose a different career if given the chance to do it all over again. Although these professionals may be able to move horizontally in their current organization, oftentimes a complete industry switch is necessary.   When you find yourself in the position of job seeking in an industry you’re not familiar with, it’s important to take some alternative routes. View Details

“So why do you want this job? ” Answering that question should be really easy! Often the answers are:  *Well, I want a job…*I want to work…*I want to pay the mortgage/rent…. View Details

Sales momentum. How do you get it? How do you know it’s there? How do you keep it going? What do you do when it’s lost?   Do you know what a smart-selling rep looks like in action? Test yourself on your Smart Sales Visual IQ:  Rep #1 is sitting at their desk with everything super neat and tidy. View Details