Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Are you helping your sales managers become stronger coaches and leaders?
The reality over decades of research is that people coached by somebody more skilled tend to have the fastest improvement in those skills. Your job as the coach and leader of your sales team is to help strengthen and improve the skills of all m...
Any of your reps afraid to ask for the order?
Too many salespeople are afraid to ask for the order. They're either afraid they’ll seem too pushy or they don't know the steps to getting a buyer to say yes.The close is not the most critical step in the selling process, especially when...
Are your trusted advisor sales reps selling like slimeballs?
I ask my sales training attendees to identify the slimiest salespeople they’ve ever met. Most identify a specific industry like time shares or used car sales.I next explain, the difference between a trusted advisor to a customer and some...
Could ‘Blitz Days’ increase your team’s prospecting success?
Blitz Days are based on team members blocking their calendars for a specific date agreeing, if at all possible, to not be calling on existing customers. The entire day is devoted to prospecting for new accounts and stopping by to identify new c...
How balanced are you as a coach and leader of your team?
Effective sales leadership is based on mastering four distinct skill sets to increase your team’s success, persuasiveness, and stability.The first skill set, taking the majority of most manager’s time, is solving problems and fighting fi...