Quite often, purchasing departments are the bane of the salesperson. They're often stressful, difficult to deal with, and seem contrary to the goals of the sales department. A purchasing department is basically a bureaucracy created with the sole purpose of thwarting...

If your sales quota is 100 units per month and the worst performers on your sales team bring in 65 or 70 sales per month, you should count yourself lucky rather than wanting. Any member of your team who consistently performs is worth keeping. Even if the performance...

We live in a fast-paced, highly connected world and as such, sales teams are often running in various directions and are even more often geographically diverse. Your team might consist of three people all located at your small office in Vancouver or you might have...

Getting to the decision maker in a sales call is often the toughest part of the entire process. The larger the company is, the more layers there will be to climb through from the receptionist to the boss who signs the checks. In any organization, whatever it might be,...

A new trend is emerging in the legal profession in the United States and Canada. Law firms are sending lawyers to sales training. A year or so ago, Baker & McKenzie hired Gregory Fleischmann, who is not a lawyer but who was at that time director of global...

Whatever the type of business, be it retail, ecommerce, wholesale, or insurance, there are four basic types of shoppers your sales force will deal with. We will rank them by importance in terms of how heavily you should be working to attract them. After all, in sales,...