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Matt Nettleton and Jim Brown | Indianapolis, IN

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As a sales trainer I spend quite a bit of time talking to businesses about their sources of revenue. Frequently, I find myself discussing not only their training budget, but all of the line items that make up their Cost of Sales numbers. And more often than not, part of that cost is marketing. But as I look at their Cost of Sales, it often reminds me of my mom's riddle. I ask "Why do you spend this money on marketing?" And the single most common answer is "because our sales team doesn't work."

At this point, if you have yet to begin thinking about offering a summer internship, you’re probably behind. That’s okay though, we’re here to help. Below are 5 great ways to maximize the value of a summer internship for both you and those you hire. 

It’s already the second quarter; is it too late to discuss sales mistakes to avoid in 2017?  Or lessons learned in 2016?  It matters not what month or year it is, for some sales lessons are timeless, and furthermore, we need to revisit them on a regular basis.

Sales enablement is the idea – and follow me here – that all employees who interact with clients should have the tools and are able to do so easily, consistently, and effectively.  To empower your employees to do this, there are three major areas of focus to consider: Tracking and AnalysisTechnique/Training, Technology and Tools. If you can incorporate a system that excels at bringing your employees through all three of these phases, you will be well on your way to enabling a successful team.

Too often the salespeople you interview have washed out of other companies or job hopped away from positions as draws and guarantees expired. In other words, their history has proven that they will not prospect or cannot close.

Wow, what an amazing first year for the How to Succeed Podcast! Thank you so much for helping to make it as a success. The podcast was launched last April with 5 episodes and quickly hit the charts in the new and notable section in iTunes. Now, with over 60 shows in the can, we can truly say that we are helping people get to their best and stay there. The show has received over 90,000 total downloads, and it is now averaging over 15,000 per month. We have had listeners in 92 countries.

In 1963, psychologist Bruce Tuckman termed the four primary stages of team development as; forming, storming, norming, and performing. Tuckman deemed that these phases must be traversed naturally for a team to grow, find solutions, plan work, and deliver results. While a lot has changed in the world of business and team building over the past 50 years, Tuckman’s model for group development has continued to ring true. To illustrate and modernize the motivation behind each phase, let’s examine both inspiring and unimpressive examples of each as we work our way through Tuckman’s ideology.

Watching salespeople flash their "buts" is much less enjoyable than watching baboons. Not sure what I mean? Think back on the last conversation you had with a salesperson who had missed his goal. Do any of these excuses sound familiar?

If you were to Google ‘servant leadership,’ you would come across a list of traits that included some or all of the following; listening, empathy, healing, awareness, persuasion, conceptualization, foresight, building community, and nurturing. While each of these components are valuable, the sheer number of them convolutes a fairly straight forward ideology. 

Developing a championship caliber sales team should be the goal of any sales leader. All champions, whether it is the Cubs, Patriots or newly crowned, Tarheels, are focused on doing their individual roles as well as possible, committed to the on-going improvement of themselves and the team, the culture sets high expectations, and the teams win. As difficult as this may be to accomplish for your sales team, it is not as hard as you think if you can implement these four championship elements.