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Jul 05

What Happens After You Close the Sale?

By Kelly Riggs | Sales + Leadership

In many cases you’ve worked for weeks or even months to secure a piece of business – a process that likely included several meetings, a number of presentations, and a host of follow-up calls before you finally hit the goal line and heard the magic words, “Let’s do this.” Do you really want to screw it up now? This is when the real work begins. Like when a home builder sells a house — it’s great to get the sale, but you still have a home to build. And that experience can lead to a delighted customer who tells everyone about you, or it can become a train wreck that kills the opportunity to get tons of referrals.

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Feb 10

Misleading Sales Metrics and the Impact on Management

By Kelly Riggs | Sales + Leadership

In many cases, a sales manager will simply decide that a salesperson just isn’t a “born salesperson” and start looking for a replacement. The challenge is correlating random data to sales performance, and I’ve seen sales managers with dozens of reports at their fingertips fail to understand the specific challenges for any particular salesperson, although they think they can.

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Jan 19

How to Lose Even When You Shouldn’t

By Kelly Riggs | Sales + Leadership

Discipline – poise under stress – is absolutely critical to winning. All the talent in the world will be compromised by a lack of discipline. And discipline is a leadership function, pure and simple. It starts with the head coach and extends directly to field leaders as well. But there’s more. When leaders fail to own their own mistakes, it is a huge indication that an organization doesn’t have championship mettle.

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