The Sales Expert Channel: Don’t Let ‘Em Off Easy

Attendees will walk away knowing:

How to create an upfront contract with prospects that establishes how the process will work
Why it’s necessary to give prospects homework and a deadline
How to teach managers to hold salespeople accountable, which in turn teaches salespeople to keep prospects accountable
How to establish consequences for a prospect’s bad behavior
What are the signs that it’s time to walk away from a deal that’s not progressing

The Problem with Productivity

The dictionary definition of productivity is: The amount of time it takes to complete a task. The KKJ definition: The ability to identify and execute on tasks that will result in providing the highest value outcome. So what’s the big deal? Why should sales leaders care about and measure the productivity of their sales reps? […]