When sales teams aren’t performing up to standards or expectations, sales leaders are often puzzled as to why. Sales leaders know the correct behaviors that will lead to sales but they often don’t know how to get their sales people to perform those behaviors. So how do you get your sales people performing the behaviors you want? Here are five ways:

Closing is about making it easy for people to do what is in their best interest to do. Closing in its purest form is actually all about influencing and persuading others to do things that will improve their lives. Understanding why and how you influence others will help you identify what type of sales closer you are.

Let’s start by saying that no one is interested in your excuses. No one. Ever. Harsh but true. Management cares about results not excuses. Data, yes. Facts, yes. Quantifiable explanations, yes. But never excuses. Here are the top 5 excuses killing your sales career.

​Why are we so terrified of buyer objections?  We wince, we cringe and do all we can to avoid them. But why? What’s the very worse thing that could happen? They don’t buy! As salespeople, we must learn to embrace buyer objections and recognize the benefits of confidently dealing with them.

Remember the 2003 romantic comedy “How to Lose A Guy in 10 Days” starring Mathew McConaughey and Kate Hudson? The key sales lesson in the movie is our need to recognize what we unknowingly do that drives people away. Here are the top 7 things I see company leaders doing that drive their sales leaders away. 

To find some happiness in the midst of sales adversity is a true gift. And that’s what true selling is all about – helping others better their lives and achieve deeper levels of true happiness.

Are you familiar with the old adage: people don’t quit companies, they quit people? This seems rather harsh, but often it is 100% spot on. While I know that there will always be practices within your organization that are out of your control, there are certain aspects of why you are losing good salespeople that are totally within your sphere of influence.

​Ever wonder how those great salespeople outperform everyone else year in and year out? They are hacking their way to more sales while you’re still stuck in the same old rut you’ve always been in. If you want to sell more, like those top-performing salespeople – there’s a hack for that! Here are Amy O’Connor’s 7 hacks that make a great salesperson:

Selling your final few of anything is often tricky. Salespeople are often sick of looking at whatever it is and are ready for the next batch of widgets to sell. ​Management just wants them gone to focus on what’s next. But to buyers, the final few are often seen as valuable and desirable if we position the sales strategy correctly. So what’s your message to the buyers?

Bad sales weeks happen to the best salespeople. While a bad sales week isn’t fatal, it’s wise to self-critique and see if any negative patterns exist so you can make plans to improve. Amy O’Connor shares three questions to ask yourself to turn a bad sales week into a good learning opportunity.