Sales Wellness Weekly
Real Insights. Real Results. Every Wednesday
Each week, The Sales Doctor explores the challenges and opportunities sales leaders face, from managing teams and motivating people to improving process, performance, and profitability.
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Explore Past Issues
Catch up on previous editions — from prospecting tips and coaching frameworks to negotiation tactics and leadership lessons.
Is consultative selling just for clients?
Numerous sales methodologies exist, with the best ones putting the customer first. Let’s focus on a Consultative Selling approach. While definitions vary, most experts agree it includes these key elements: Understanding the customer’s business: The salesperson conducts comprehensive research into the client’s industry, analysing market trends, competitive landscape, and specific
How your sales proposal can increase win rates.
A sales proposal, while not always necessary in the sales process, is a step you’ll often need to implement. So how do you make it as effective as possible? Lets look at sales proposal best practice. First, let me address why I state it’s not a necessary step in the
Is your commission plan helping or hindering?
How much does a commission plan and goals affect outcome and performance? I want to explore sales commission plan effectiveness, but first, a slight diversion, that will make sense eventually. In the running community, there is an often-used phrase: The race isn’t won on the hills, but it can
So, what’s the real issue? (Part 2)
In continuation of my previous post on identifying the right prospects (available here), I would like to address the second most prevalent challenge sales leaders are reporting to me: the team’s struggle to close business, specifically getting deals across the line, or specifically they are looking at improving sales close rates.
So, what’s the real issue? (Part 1)
When I talk to clients who have a new business shortfall, the two most common sales strategy problems they have are: Both of these ‘issues’ are just symptoms, not the real problem itself. I run a lot, so I often get aches or pains in my legs or lower back.
One missed step won’t matter, will it?
Is it possible to leave out a step in a process and still get a successful outcome? Well, I guess some may think it depends on what step is missed, or what the process is, or what you consider a successful outcome looks like. I would argue though when it
Sometimes, it just is!
Have you ever missed your monthly sales goal? If you have, you know the thoughts that go through your head. If you haven’t, congratulations on avoiding it so far! But here’s the truth: it will happen eventually. When salespeople miss their targets, the biggest mistake they make is abandoning the
My Dad, the engineer
I have a knack for breaking down complex business challenges, but where does that come from? The workshop During my childhood, my Dad had a workshop that he spent a lot of his spare time in. It was a magical place with various machines, workbenches, tools, and boxes of fastenings
Be careful what you wish for
The CEO’s Frustration I once reported to a CEO that was convinced there was a communication problem in his leadership team. He felt the team didn’t engage during meetings, didn’t come to the meeting with ideas, and generally seemed disconnected. What infuriated him even more was nobody else in the