Blog

How many selling days do you have available to you this year? During my tenure as a sales trainer, I have heard countless excuses why sales people did not reach their monthly, quarterly or annual targets.

I used to think that my aspirations or “dreams” were goals, and at the time that was good enough for me. Then I started to work at Teneo where I learned that having a dream wasn’t going to make it a reality, but having goals would!

with your current clients – especially your top clients. A business review meeting is valuable to your clients too! In my years in sales, I found this to be a game-changer to move my relationships from vendor to a more trusting partnership.

I just ran my 5thhalf marathon (21.1 km). The training and actual sales race allowed me to do lots of thinking during the run and how it relates to sales – especially as we move into the fourth quarter and get closer to the sales finish line.

During the last year, we at Teneo, have been on a mission to determine what makes sales people good and, what makes them Great!

Last week I had the opportunity to visit several dairy farms with a sales rep (we’ll call him Bill) in the agricultural industry. The rep was a dairy farmer himself and his knowledge was clearly evident as he met with the farmers, toured their properties, and looked at, and discussed, the cows.