How to Get Your Team Hitting Their Goals: 5 Steps for Sales Managers

How to Get Your Team Hitting Their Goals

Do you have a sales team of dynamic individuals that is struggling to achieve your company’s sales goals on a consistent basis? Do you have a clear vision for how to get your team hitting their goals? Perhaps the roadblock to your team’s success is the lack of a succinct game plan, utilizing each account executive’s individual talents and strengths. … Read More

7 Tips for How to Help Your Close Ratio

how to help your Close Ratio

Closing ratio is how many proposals convert to sales. So, if you close one client for every four proposals, your close ratio is 25 percent.  Do you know how to help your close ratio improve? If you find that your close ratio is not where it needs to be, that your proposals on the street are not converting BDU suggests … Read More

Heather Herrington, Esq. Joins the BDU Team

Business Development University (BDU) is pleased to announce the addition of Heather Herrington, Esq. to the BDU team as a Professional Services Coach and Trainer. Prior to working at BDU, Herrington was a practicing attorney for 12 years. She’s an avid networker and connector who has held leadership roles on the boards of both industry and non-industry organizations. Throughout her … Read More

‘Tis the Season…to Evaluate Your Sales Activities

The holidays are truly a time to appreciate the company of good friends, family and loved ones.  But between all the eggnog and cookie tins, it’s easy to forget that the New Year is also a wonderful time to reflect on the past year professionally. It is a time to review your progress on last year’s goals and to set new … Read More

The Ups and the Downs of Sales

How to Get Your Team Hitting Their Goals

The sales profession is a wonderful one, if you can deal with the psychological aspect of dealing with the constant pressure and the ups and downs of sales. For those of you who know what I mean and have experienced those peaks and valleys, I have great news – There is a way to avoid the lows. It took me … Read More

5 Tips for Becoming a Sales Leader

As a sales manager you have a one-line job description: make your sales team successful. Sound easy? Actually, this can be a company’s biggest challenge.  In order to be a good manager you need to be a great leader, but how does that happen? Often when managers “try” to lead they fail because they haven’t yet built trust within their … Read More

Happy Thanksgiving!

Not a day goes by that we don’t appreciate our team and our clients too, It’s a shame it takes Thanksgiving for us to thank each and everyone of you. And to thank you for your business may seem so very cliché, But without your trust and commitment we wouldn’t be here today. We couldn’t be more grateful or thankful … Read More

5 Tips for All Sales Managers

How to Get Your Team Hitting Their Goals

Every Sales Manager has a one-line job description – to make their sales associates as successful as possible. There are 5 key areas that every Sales Manager should be focusing on so that they have a handle on their team’s goals and motivations: Average Sale – If we divide out the total sales needed by the average sale, it will … Read More

Simplify, Eliminate, Delegate and Outsource

Back in my days as VP of Sales, I used to say I could spend the entire day, every day, engaged in mail management.  Every day I would get upwards of 30 voice mails, more than 50 emails, and a stack of paper that was responsible for the death of a small forest.  But I quickly learned that spending too … Read More

The 3 Questions All Sales Professionals Must Ask Themselves

Sales and business development are a function of three key areas.  So if your sales aren’t where you think they should be, you need to ask yourself three questions: Am I doing the right activities to fill the pipeline with qualified prospects on a consistent basis? Do I have a good process, once I’m in front of prospect or suspect, … Read More

Sales Managers: Providing Effective Feedback

Feedback is meant to help your sales professional improve their performance ongoing. It is not meant for them to feel bad, guilty or shamed for a situation; it is so that they walk away with the tools to perform better in the future. For many sales leaders, feedback is a critical tool for encouraging the right behaviors that drive better performance. For … Read More

3 Steps for More Effective Sales Coaching Meetings

Coaching is in place for one specific purpose, to help improve your team member whether it be productivity, client services, appearance, conversation or anything else that might be standing in the way of success.  It is not punishment, nor should your team members ever feel as if it is. Coaching should be a meeting that they look forward to, that they … Read More

Sales Managers NEED to Use the “R” FIVE Approach

In order to maximize top line growth, it is important to examine 5 critical components of a sales organization by asking the following question: Do you have the Right number of the Right people doing the Right number of the Right things Right? The first aspect of growing a sales organization is to evaluate whether you have the right number of sales people working for you. As companies grow, there … Read More

11 Strategies Sales Professionals Need to Manage Their Email

Weeding through and responding to email is one of the most time consuming activities we might have on a daily basis. When I was VP of Sales at ADP, between snail mail, email and voice mail, I could spend all day with mail management.   Today, it is primarily email that bogs us down and the most frustrating thing about it is … Read More

Start Helping, Not Selling

Although I have been in sales in one capacity or another for over 30 years and BDU is a sales training, coaching and consulting company, I am a big believer that nobody in the whole wide world wants to be sold anything.  People or companies are seeking help to achieve their goals and objectives.  In other words…they want to be helped out.  So I tell people that they … Read More

Stop Showing Up and Throwing Up

Last week a neighbor called and asked if I’d sit down with her to discuss a business opportunity. I told her that I was not a good prospect and was extremely busy with Business Development University, but she persisted and told me that it would only take 20 minutes of my time. With great reluctance, I scheduled her to come … Read More

Does Your Customer Service Team Drive Leads to Your Sales Professionals?

The most customer facing group we have are the professionals answering the questions our clients are asking every day. Their interaction is a rapport building opportunity to create a customer loyalty experience, but it is also the best opportunity to identify other needs of theses clients.  There isn’t a better time to close than after an objection or issue has been … Read More

Stop Selling Your Stuff

A common mistake when in sales is that people think they know what their clients needs are without really asking them.  We have found many of our clients struggle with asking the right questions to fully determine what their clients needs are.   We at Business Development University recommend to our clients all the time to stop selling and start … Read More

Line in the Sand

  There is a line in the sand for sales professionals as well as non-selling professionals that need to develop business.  That line is the imaginary line that if crossed, takes someone from being a professional “sales” person to that unprofessional, pushy “used car salesman” type individual.    So many business developers are so afraid of people viewing them as too … Read More

FISHING WITH A NET

For those of you that have ever gone fishing with a fishing rod…typically there is one hook at the end of the line and the most that you can ever catch is one at a time.  Now, when the fisherman takes a big old net through a school of fish she catches a multitude of fish at once.  That is … Read More