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Danny Wong

What Sophisticated Sales Organizations Must Do to Train Great Sales Managers and Develop Future Sales Leaders

What Sophisticated Sales Organizations Must Do to Train Great Sales Managers and Develop Future Sales Leaders

It is common for organizations to assume that their top-performing salespeople will become successful sales managers. Hence, companies often forgo giving them proper leadership training. A study of 286 sales managers conducted by researchers at Drexel University and the University of Florida states, “57% had no training after being named sales manager.” Even when training … Continued

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How Bad Grammar, Slow Response Times and a Competitive Nature Cost Salespeople (and Companies) Millions

How Bad Grammar, Slow Response Times and a Competitive Nature Cost Salespeople (and Companies) Millions

Seemingly innocuous behaviors cost salespeople and their employers millions. For example, in the last sales pitch I received, I noticed the sender used the word “there” incorrectly. The sentence actually called for the use of the word “their.” It was an innocent and honest mistake, but one that cost him a sale. I reckon, in … Continued

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Simplifying Sales: How Inside Sales Reps Can Shave At Least 15 Hours Off Their Work Week

Simplifying Sales: How Inside Sales Reps Can Shave At Least 15 Hours Off Their Work Week

Sales has become unnecessarily complicated. Besides selling, salespeople have several non-revenue generating responsibilities. Those include recording all their activities, analyzing data, producing performance reports, and creating sales collateral. To meet their quota and complete all their tasks, many sales reps arrive to the office early and stay late. Despite the longer hours, sales still suffer. … Continued

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