by Robert Pryor | Mar 23, 2016 | Lean Selling, Sales Training
The most effective way to speed up a sales process (aside from adhering to one in the first place) is to get the Buyer and Seller to synch up. What do I mean, exactly, by “synch up?” I mean getting your Buyer and the Seller from your team on the same page. The Seller...
by Robert Pryor | Mar 18, 2016 | Lean Selling, Lean Thinking
A recurring theme when talking about Lean improvement is the goal of reducing waste. A well-implemented Lean improvement of your Selling system is going to eliminate a lot of waste, most often in time. So what is your team going to do with all that extra time they...
by Robert Pryor | Feb 3, 2016 | Lean Selling, Sales Training
It’s common among sales professionals to stick to what works. Sales managers in particular are guilty of this—encouraging their teams to use tried and true techniques that have worked for them in the past. The problem is that we aren’t living in the past—we’re living...
by Robert Pryor | Jan 20, 2016 | Lean Selling, Sales Training
Now that it’s a few weeks into 2016, the excitement over the New Year and a new quarter is wearing off. Your sales team may have been enthusiastic at first. But as you see a few star performers break ahead of the pack, the rest of your staff seem to lose motivation....
by Robert Pryor | Jan 14, 2016 | Lean Selling, Lean Thinking, Sales Training
You are an experienced sales manager. You know the market changes, you’ve got years of data on what to expect for different quarters, and you confidently coach your team along in the best practices for selling in your industry. Your team usually meets quota, but not...
by Robert Pryor | Jan 7, 2016 | Lean Selling, Lean Thinking
Sales departments tend to think that they are unique in the business world. Their department is treated the worst, they don’t get the resources they need, and the way they have to work just isn’t the same as any other department. They really are unique in two...
