Professional athletes watch their performance after the fact to see what they did well and what they could improve upon. I think that salespeople should do the same thing, but we tend to wrap up a sales conversation and immediately go back to our last task or our next assignment. Why not take just 30 seconds to review some game film?

“A self managing sales team? Come on. You gotta be kidding me. Do those really exist? Is it possible for my team to become self managing?” Yes and yes! Amy O’Connor shares with us the three steps to creating a self-managing sales team.

Yielding can keep us alive, or it can also kill our productivity, our creativity, and our relationships. Yielding prevents us from acting when action is necessary. It deters us from making bold decisions and it dramatically, even tragically, limits our potential. But, yielding is a choice, it is a conscious act of the will.

Anyone else besides Ryan Taft believe that the sales process has changed pretty dramatically over the past decade? Silly question, right? We all know that customers research, decide and buy differently today than at any other time in history. But what about this: Have salespeople adapted accordingly? Or are we still using the same old sales tactics we learned years ago?

Too many sales people avoid failure at any cost. After all, failure is not an option, right? If we never try we never fail. And while that might mean less frustration in life, it also means zero growth. Here are four steps that will lead to better skills development.

What are your plans for August 17-18? What if you decided you were going to spend those two days learning how to maximize your market, equip your team and elevate your leadership? The Shore Consulting team is gearing up for the 9th annual Sales Leadership Summit in sunny San Diego, and—trust me—it will be a good one.

“We’re just looking.” “Thanks, but we’re fine.” “No thanks, I’ll let you know if I need help.” “Let me think…

Ah, the toss-up sale. This sale is up for grabs and could go in a variety of different directions. These sales are your 1+ sales. They put you over the top in both your sales quota and your earning potential. Amy O’Connor shares with us how to win the toss-up sale.

I think confidence is one of the most under-appreciated, underrated skill sets of great professionals. This is particularly true for you as a sales professional. That’s because, in the sales process, you need to have enough confidence for you and for your customer.

Congratulations! You’ve begun your journey into the wonderful, scary, thrilling, mysterious world of sales. Here’s the bad news. Ain’t nobody…