Sales Leadership with Jim Pancero

Are your sales contests not generating enough revenues and excitement? Join me as I share the four goals of any sales contests…and what you can do about it! Also check out my video this coming Friday where I’ll be offering ideas to help strengthen the contests you hold for your team.

Most organizations assign quotas and various performance expectations to their sale team. But what kind of follow-up and tracking are you doing with this data? Join me as I share ideas to help you track, coach, and improve your team’s performance…so they can sell even more!

Sales leadership is changing… and the old style of sales leadership is no longer as effective as it once was. What are you doing to insure you have the strongest, and most effective management style to motivate and lead your team to increased sales? Join me as I share a template that can define the best sales leadership style you can be applying to your sales team…so they can sell even more!

We’re in a time of high change. I’m also seeing a lot of sales reps unhappy in their jobs today. How stable and happy are your sales team members? Think any of them are actively looking for another job right now? Join me as I share the reality of today’s dissatisfied workers…and what you as their sales manager can do about it before it’s too late!

Managers riding with their sales reps to observe them selling and to offer coaching support has been a foundation of good sales leadership for years. But, due to COVID, most managers stopped riding with their reps (as their reps stopped traveling). Things today are finally starting to open again. Join me as I offer ideas to help you strengthen the impact and results you receive from you riding wit...

We’ve been experiencing a major shift in selling and buying today. Most markets are full of unfulfilled new business areas. Do your reps even have the time to take advantage of these new prospecting opportunities? Most sales reps’ plates are already full preventing them from taking advantage of new areas or accounts to sell. Join me as I share ideas to help you reassess your sales rep’s selling ef...

Interviewing and hiring a new salesperson is one of the most challenging skills for any sales manager…and a skill most managers have never received training or coaching. Join me as I share five key ideas you can use to help you become more persuasive and effective with your interviewing skills so can find, and hire, the best candidates for the job!

Post-COVID, several buyers are re-evaluating and redefining what they want most from the vendors and sales reps calling on them. How comfortable are you that you and your team really know what your buyers are wanting and expecting today from the people calling on them? Join me as I share three immediately implementable ideas that can help you and your team to learn more about what your buyers real...

Adding new salespeople to a team is always challenging. Join me as I share two ideas to help your newly hired sales reps better understand your company, expectations, and your company’s values you want them communicating to your customers…so they can sell even more!

As business continues to open, more salespeople are again starting to give presentations to their prospects, customers, or dealers. How persuasive are your team’s slides? Join me as I share four immediately implementable ideas of how you and your team can improve their persuasiveness…and effectiveness of your next slide presentation!

Things are starting to return to normal. Salespeople are making in-person sales calls again and buyers are again interested in talking about new opportunities of how you can help their business. What are you doing, as the leader of your team, to refocus and redirect your team’s selling efforts? Join me as I share ideas to help you, as the leader of your team, take full advantage of all these new o...

Today, post-COVID, is a time of profound change in buying and selling. Buyers are looking for ways to improve their processes and lower their costs. Join me as I discuss today’s post-COVID good news (buyers are more open to listening to new suppliers) and the post-COVID really bad news (buyers are more open to listening to new suppliers) …and what you and your team can be doing about it…so you can...

Sales leadership has changed. Are you still only managing and leading to results only focusing on the transactions? Or have you evolved to today’s more successful sales leadership style focusing more on coaching to your selling processes? Join me as I share the key words, if changed, can help you become a more successful coach and leader of your sales team!

Notice how much buyers want to talk, and have you really listened to what they’re saying and asking? But the average sales pro is talks over 90% of their sales calls. What percent of a sales call do your reps talk vs listen? Join me as I share my extensive personal research showing how and why salespeople talk too much…and what you can do about it (so they can sell even more)!

How many of your most senior sales reps still believe “Experience = Trained” and that sales training is only for beginning salespeople? Markets and selling have changed dramatically post-COVID…so how many changes have your senior reps been making? Join me as I share what you can be doing as their sales leader to break this bias of “Experienced = Trained” so they can sell even more?

How effective are your team members when selling to a technical buyer? The ones who have done their homework, know exactly what they want, have high expectations and ask the toughest questions?  Join me as I offer several immediately implemental ideas that can make your team more effective and successful when selling to their toughest technical buyers…so you can sell even more!

Products and services today have much less differentiation or uniqueness in today’s hyper-competitive selling environment. Is your team having to sell product models and brands identical to your competitors? Maybe there are so many similarities your buyers see no differences? Especially enough of a difference to pay a higher price from you? Join me as I share an idea that can help you differentiat...

The job of coaching and leading a sales team has today become a critical need and responsibility within a sales organization. Do you (or do your sales managers if you are running your company) have all the skills and awareness they need to successfully lead your sales team in today’s post-COVID selling environment? Join me as I share four critical tests you can give yourself as a sales manager to...

Do your sales team members have all the skills and awareness they need for success in today’s post-COVID selling environment? Join me as I share three critical tests you can give your sales team to see if they have all the skills needed for selling success today! 

Have your sales reps been keeping solid information about their customers and their plans to sell them? When was the last time you checked? Join me as I share how you can quickly and easily check out a few accounts with each rep to insure you have a solid foundation of client information…so you can sell even more!

How many of your sales team members believe all the changes in buying and selling today are related to the impact of COVID on our lives? That also means they assume things will settle down and go back to the old ways as soon as this is all over. Join me as I share five of the most profound changes in selling and buying today…and the reasons things are never going back to the “good old days” of sel...

Event sellers are sales reps who view each sales call as a single, stand-alone event with no connectivity or positioning of their future calls to this account? Join me as I share how you can coach your team away from this event selling attitude…and make their selling efforts more of a process…so they can sell even more! 

How are you reaching your sales team members to make sure they understand you’re on their side and are committed to their success? Join me as I share how the “Lifeboat Analogy” can help you, as a sales leader, to best communicate your commitment to helping and supporting each of your team members…so they can sell even more!

Does your sales team see customer objections as the start of a fight? When handled persuasively, objections can be a significant selling opportunity to help you win more business. Join me as I share the four steps to effective, and persuasive, objection handling. Are you and your team ready to get even better?

As the leader of your sales team, how much time are you spending acting like a consultant compared to functioning as a coach? Join me as I share the critical differences between coaching your team vs consulting with them…and how adjusting your leadership style could significantly increase your team’s sales!