Blog Posts

6 Easy Ways to Engage Salespeople

Engage Salespeople

Last week I conducted a Leadership Development workshop for a large Fortune 500 company on the East Coast. The workshop centered on the very hot topic of how to successfully engage a sales force and reap the benefits of that engagement. The sales managers and salespeople attending the event left on a real high, fully ready to take their game to a whole new level. The data and tips related to salespeople engagement are especially important given that: - Salespeople are more engaged than non-salespeople (23% fully engaged versus 13% for non-salespeople). Yet, salespeople are much more likely to be ...

7 Traits of Engaged and Successful Salespeople

Engaged salesperson

During one of my 79 keynote presentations last year, I was asked to describe the most important traits of engaged and successful salespeople. It was a great question that prompted me to interview hundreds of stellar salespeople and sales leaders over several months. The results came back with great uniformity and centered on seven key attributes: 1. They like to win. Competitive by nature, salespeople get intrinsic motivation by “making the sale” or winning the customer account. 2. They listen. Rather than pushing product or brochures at customers, they listen intently for customer needs or pain points. 3. They are ...