Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Time to get more proactive with your selling efforts?
In the past, a sales rep with a strong set of existing customers could be successful reactively supporting their buyers by answering their questions and fixing any problems that arose. But today we're selling in a hyper-competitive ...
How to sell when your products aren't working
A customer recently asked what to do when their products or services just aren’t working. It might be because of your service levels, scheduling, delivery delay or performance issues compared to your competitors.How does your company sup...
Are your reps holding onto problems too long?
Are your reps trying to take care of their customer problems themselves, and not asking for help soon enough? This happened to me when I was new to selling. I was trying to fix a problem one of my customers was experiencing. I was w...
Are your interviewing skills helping you select the best candidates for your sales team?
It's tough finding exactly what you want in a new salesperson. A great way to achieve better hiring decisions is to ask better questions. Consider including these four sets of questions to ask sales candidates. FIRST ask about their...
Are your reps getting the best return on their time investments?
Could any of your reps benefit from help improving their efficiency and effectiveness? As sales managers we need to be helping our reps evaluate how much time they’re investing in each of their customers, what they’re doing, and as...