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You are here: Home / Archives for Blog / Sales Management

  Sales Manager Problems: Why is this person on my sales team?  

June 29, 2022 By maurasf

What do you do when a member of your sales team misses a sales objective…again? You might scratch your head in disbelief. Perhaps you thought, “Why is this person even on my sales team?”  Here are some strategies for you to avoid these sales manager problems.  They don’t take risks. Selling is a job that requires risk taking. You call on customers without certainty they … [Read more...]

How to Survive a Bad Boss

September 10, 2021 By maurasf

You have Covid fears. The economy is weird. You’ve got sales goals to meet. On top of that you work for a bad boss. I’ve worked for great managers and some very, very terrible ones. I’ve survived them all. Here’s how you can survive if you have to work for a bad boss. Set expectations early and meet them. The best strategy to survive working for a bad boss is to avoid … [Read more...]

Sales Managers that Get More Sales

April 23, 2021 By maurasf

There’s an interesting proverb that says, “An army of sheep led by a lion would defeat an army of lions led by a sheep. Sales managers that get more sales are like those lions. Hopefully your team of salespeople are more than just metaphorical sheep. Here’s what a lion leading a successful sales team looks like to ensure your sales team’s success.   Find the spark that you … [Read more...]

A Sales Manager’s Guide to Hold Productive Sales Meetings

November 5, 2019 By maurasf

sales meeting

I’ve been consulting at many sales meetings where sales professionals report the status of their prospects.  What I hear too many times is, “This deal is going to close.  Soon.”  Instead of a discussion of what “soon” means and why, the sales manager accepts this report as an indication of future success.  Nothing could be further from … [Read more...]

Don’t Make Yourself Crazy When You Sell

July 12, 2019 By maurasf

You may have noticed that sales can be a stressful occupation. You don’t know what mood a customer might be in before you present. You might have to deal with an unfair situation. It’s unfair when the brother-in-law of the buyer sells what you sell.  Yet salespeople often make their own stressful situations.  Here’s what you can do to avoid making yourself crazy when you … [Read more...]

Do you work for a great sales manager?

June 14, 2019 By maurasf

Business scorecards are useful to improve performance.  These scorecards set the criteria that are important to determine success in business. You may intuitively know that you work for a great sales manager.  Here’s what you can evaluate if you want to be sure that you do.   You’re paid fairly. Your manager has a big role in determining … [Read more...]

Selling Is Really Common Sense

August 27, 2018 By maurasf

sales common sense

“Well, that’s common sense.” Have you heard someone tell you that about something that’s so obvious to them? I hear it a lot. Selling is really common sense. Unfortunately, I notice that common sense is not all that common. That’s why some salespeople aren’t making their sales numbers. They need more common sense. You can only sell when a customer needs to buy. My definition … [Read more...]

Sell All Alone? No way. Management Should Help You Sell

June 24, 2016 By maurasf

selling for non salespeople

You may make sales calls all by yourself. That may be the reason why you think you work all alone. You really don’t. Your management has a role to play in your selling. They also have a responsibility to help you sell. How should you sell? Some managers think that when they hire a salesman he should know how to sell. It’s almost like thinking someone will figure out how to … [Read more...]

Really Good Idea for Time Crunched Salespeople

January 22, 2016 By maurasf

Do you ever wonder how some people look well-rested and relaxed? They seem to have more time for their work.  It's not that they have other people do their work for them either. It's that they avoid the distractions and needless work that keeps them from being productive. I just read a book review of Deep Work by Cal Newport.  Newport is a computer science professor at … [Read more...]

Student Protesters Would Make Lousy Salespeople

January 15, 2016 By maurasf

student protester in sales

You might have noticed that college today isn’t what it used to be. It used to be that students went off to university to learn about themselves and others. They experienced new things. They might have been exposed to another point of view and changed their minds. That no longer seems to be the case. Here’s why these student protesters would make terrible salespeople. They’re … [Read more...]

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*Try to listen to contrary ideas with less emotion. Focus on the idea before you react. You will be a better listener if you first avoid emotions and try to understand.

About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
Jamey Rootes
President
Houston Texans

Sales Expert at Allbusiness.com

Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura's ideas on "more brain...less mouth" selling to make your selling easier and more successful.

Maura's Allbusiness blog posts

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  •   Sales Manager Problems: Why is this person on my sales team?  
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