Measuring Sales Success 1:13

How do you track your salespeople's success? Are you using leading indicators, or lagging indicators? What's the difference between A players and C players in your company?

Attracting Top Sales Talent 1:33

Have you noticed that even in today's job market its harder to find good salespeople? How are you attracting top performers?

Leaders Have to be Witnesses 1:35

Are you managing your people or are you leading? Do you hold your people accountable or are you a witness in their life? Consider inviting witness into your life rather than accountability partners.

The Sales Mindset 1:18

What's your current mindset? Has the sensationalism of the news affected your mission? Does your mindset rise above the noise of the current state of the economy?

Winning Strategies 1:36

What is your winning strategy? What are your people's winning strategy? How are you adjusting your coaching style to their winning strategy?

What Will You Be Famous For 1:00

How do you drive company intention? How do you show your employees the focus of your business?

Creating Clarity and Energy in Your Company 1:45

Where there is clarity there is energy. Are your employees clear on your vision, mission and purpose? Are you clear?

Staging Effective Sales Meetings 1:32

Do your salespeople walk away from sales meetings confused? Do your salespeople feel that sales meetings are a waste of time?

Motivating Your Salespeople 1:6

Why aren't your salespeople motivated? What would happen to sales if your salespeople were motivated? Are you directing your compensation plans towards what motivates your salespeople?

What do Productive Salespeople Look Like? 1:42

Does your company have a dress code? Do you pay attention to what your salespeople are wearing? Do your salespeople notice the details about their appearance?

Managing Salespeople's Behavior 1:8

How do you manage your people's behavior? Are they doing the right behaviors to be successful? Are they ignoring the behaviors they don't want to do?

How to Hire Salespeople 1:26

Do you focus on fit over function when hiring? Do you have a process for hiring new sales talent? Does it work?

The Sales Management Life Cycle 1:26

Do your salespeople think your micro managing them? Are you hounding your salespeople for their results? Are you managing results or behavior?

Sales Pipeline Management 1:21

Is a full sales pipeline always good thing? Who's in your pipeline? What is the quality of your pipeline?

How Consistency Impacts Business Growth 1:25

Are you tired of experiencing peaks and valleys in your businesses growth? Are you frustrated with inaccurate forecasting of new opportunities and cash flow?

3 Strategies to Building a Strong Sales Culture 1:41

Have you tried to create a sales culture in your company but its not to the level that it should be? Is your business hitting good results consistently? Does your company have a sales process but lacks a selling culture to back it up?

Connecting With Your Salespeople 1:7

How do you keep your salespeople on track and focused? How do you hold them accountable? When do you connect with them on a supervisory level?

Balancing Your Sales Force 1:54

The sales game has dramatically changed over the past few years. How are you preparing your sales team for the new trends? What should you be preparing for?

3 Ways to Differentiate from the Competition 1:11

If you sound like every other salesperson out there you will be treated like them. Here are three steps to separate yourself from the competition.

Gaining Sales Momentum 1:27

Have you ever been asked a question by a prospect that is a complete curveball? Did you find yourself explaining/defending yourself? What happened to your sales momentum?

Get Your Prospects Talking 1:3

Has a prospect ever started a sales call with "how can you help us?" Are prospects looking to disqualify or qualify you? Are you showing up and throwing up?

3 Ways to Establish Bonding & Rapport 1:24

Do you comment on items in your prospects office? Do you research the prospect looking for some connection to talk about? What are you doing differently than everyone else?

Stop Selling Products and Services 1:9

Do you feel like you have to fill silence during a sales call? Do you go straight into your product and service pitch?

Don't Pressure Your Prospects 1:43

As salespeople we shouldn't put pressure on the prospect to buy. Apply this structure to your next sales call and eliminate the pressure on everyone.

Leaving Effective Voicemails 1:43

Do you leave voicemails? Do your voicemails sound like every other salesperson? Are you comfortable trying something new?

Defining Company Culture 1:51

Do you have the right culture in your business? Can you define your company culture?

Diffusing the Bomb 1:18

The way to get rid of a bomb is to diffuse it before it explodes. Post selling can be tough but builds a defense to loosing the sale.

Interpersonal Goals 1:3

We make goals all the time relative to professional aspects of our lives. What about setting goals for our relationships?

Conquering Cold Calls 1:14

You don't have to like cold calls you just have to make them. Learn 3 ways to conquer them.

The One Call Close Business 0:54

During your sales calls do you know what's going to happen? Does your prospect know what's going to happen?

Raise Your Money Tolerance 0:50

Do you get uncomfortable talking about money with prospects? Do you have a low money tolerance?

Give up Control of the Sales Call 0:56

Do you put pressure on yourself to control the sales call with prospects and clients?

There are no Bad Prospects, Only Bad Salespeople 1:17

Brian Kavicky explains his favorite Sandler Rule, how it applies to most sales situations and what you can do to make the most of every sales call.

Break the Mold on the First Call 0:53

On the initial prospecting call do you feel like your begging for a meeting? Do you give the prospect reasons why it might make sense to sit down?

Tell Your Story to Qualified Listeners 0:55

Will you tell your story to anyone who will listen? Do you know who is qualified to hear your story?

Happy Ears 1:59

After a sales call have you ever started debriefing yourself and realize that what you heard wasn't exactly what the prospect was saying?

Staying Balanced 3:19

Is your life balanced? Are you living stress free?

Business Unusual 2:38

Have you ever lost a piece of business because a competitor told your client a lie? Why didn't your client know it was a lie?

Personal Presence 3:10

Do you feel out classed on a sales call? Are you the wallflower at networking events?

Starting the Sales Call 2:20

Are you frustrated because you start conversations that are counterproductive? Do you feel awkward when trying to start the conversation?

Process Over Outcome 1:52

When it comes to a sales call do you put a lot of pressure on yourself and the prospect to get a yes?

Asking for Referrals 2:44

Do you feel awkward when asking for referrals? Do you feel unworthy to ask because you haven't proven yourself to the client?

The Post Sell 2:18

Do you get discouraged about the amount of time you spend securing a sale just to have the prospect back out? Have you ever been burned by vender vengeance?

Dilemma 2:49

What on going dilemmas are in your life? Do you delay decisions because you have to figure out the how?

Sales Pipe Dreams 1:44

Do you have a true accurate indicator of future business? Are you wasting time trying to discover where a prospect is in your pipeline?

Staying Content 2:13

Are you so driven that you forget about the now? Are you restless? Is it hard to stay in the moment?

Effective Post Selling 2:46

Have you ever bought back what you just sold, buy talking to much? Have you ever had to deal with vender vengeance?

Your Head or Your Heart 2:41

Has your head ever said one thing and your heart something else? Have you ever felt a certain way but acted contrary to how you feel?

Setting Agreements Upfront 2:16

Do you find yourself getting a lot of think it overs from prospects? At the end of a sales call do you have a clear future of what the next step is going to be?

Don't Let Your Attitude Negatively Affect Your Selling 2:34

Are you on an emotional roller coaster? Does your attitude affect the way you sell?