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The Ultimate Sales Coaching Tool

In Sales Leadership by Jason Cortel

Effective and consistent role play as a sales coaching tool has several benefits for the salespeople and sales leadership. Here are 12 top benefits of role play.

Jason CortelThe Ultimate Sales Coaching Tool
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Design A Winning Sales Culture

In Sales Leadership by Jason Cortel

Sales leadership can easily be tricked into thinking things like culture, coaching and training don’t matter. The reason they are so easily deceived is because in the absence of those things, or worse, a poor execution of those things, sales teams can still win. When the economy is good, the …

Jason CortelDesign A Winning Sales Culture
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Sales Improvement – Sales Leadership Coaching

In Sales Leadership by Jason Cortel

Every sales leader and CEO of an organization is always looking for ways to improve their sales numbers. They try to identify why a high-performer is having success and then attempt to replicate those competencies throughout the rest of the team. Sometimes a high-performer is promoted with the anticipation of spreading what they do to …

Jason CortelSales Improvement – Sales Leadership Coaching
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How to Promote to Sales Leadership

In Sales Leadership by Jason Cortel

In sales, especially with the current economy, the likelihood of your sales leaders moving up or being moved out is high. That vacancy could provide you with a real opportunity for a promotion. Do you have what it takes? Are you promotable? Are you even on the decision maker’s radar?  Master …

Jason CortelHow to Promote to Sales Leadership
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How to Have a Kick-Ass Sales Training

In Sales Leadership by Jason Cortel

Hiring and training your sales organization is a huge investment. Sales leaders want to make sure they achieve the highest ROI on their hiring and training initiatives. At the same time a high number of hires end up failing and the blame is usually pointed exclusively at the hiring process when …

Jason CortelHow to Have a Kick-Ass Sales Training
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What is Your Sales Strategy Mix?

In Sales Leadership by Jason Cortel

As the year winds down sales people are focused on meeting or exceed their year-end quotas. Sales leadership is planning 2015 goals and strategies. Here are some sales strategies you need to consider as you build out your 2015 plan. A good sales strategy will keep your sales team busy doing …

Jason CortelWhat is Your Sales Strategy Mix?
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How to Blow a Sales Presentation

In Sales Leadership by Jason Cortel

The market for gaining a prospects attention is saturated. Prospects receive dozens of calls and emails throughout the day. You won the battle of securing an appointment to present your offerings to someone.  Conducting a winning sales presentation requires strong observation, quick thinking and the ability to dance a beautiful …

Jason CortelHow to Blow a Sales Presentation
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Don’t Tell Customers That You Value Them

In Sales Leadership by Jason Cortel

Customers, guests, clients no matter what you call them don’t tell them you value them. When you tell customers they are valued, you almost certainly will do or say things that indicate you do not. How often have you heard, we will have no choice but to pass the costs on to the …

Jason CortelDon’t Tell Customers That You Value Them
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Time Is Running Out For Sales Compensation Planning

In Sales Leadership by Jason Cortel

We are a little over one month into the fourth quarter. For many sales leaders that means that sales compensation plans are almost due. Your due date for the plans should by December depending on your internal approval processes and of course they should be rolled out at the start …

Jason CortelTime Is Running Out For Sales Compensation Planning
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Sales Leadership 101 – Stop Closing

In Sales Leadership by Jason Cortel

One of the most frequent mistakes I’ve seen Sales Leaders make is that they continue to focus too much of their time on closing. I’m sure you have heard “get out of the weeds”. Learning to think at a higher level is one of the biggest challenges for anyone transitioning …

Jason CortelSales Leadership 101 – Stop Closing