Entries by Gerry Layo Administrator

You Are Already at the End of Q1

As we head into December, closing out another calendar year, many salespeople and sales managers are strategizing how to push some of those final deals across the finish line, how to navigate the inevitable “customer” hide and seek that the Holidays bring, and how to get ready to get ready to get their 2019 goals […]

Test your SUPERSTAR Sales Potential!!

RAISE THE BAR: TEST YOUR SUPERSTAR POTENTIAL As a professional sales person, you should always be stretching yourself towards continuous improvement. To determine where you stand in relation to the Superstar Salesperson, take the following quiz. Grade yourself on each category/activity, based on the following: 3= I’m doing this now, consistently. 2= I’m doing this […]

What Motivates the Buying Process???

Every time I run a session, whether with sales managers and CEOs or with salespeople, I ask the question: What do people buy…benefits or features? Without exception, there is a pause and then the word benefits sneaks out. (Like they are not sure) YES!  Benefits are what people buy!  I don’t want your product!  I don’t care […]

Proactive Vs. Reactive

The sales professional in today’s marketplace has more expectations thrust upon him by his customers than ever before.  In fact, most salespeople don’t understand this simple fact!  Instead of rising to the occasion and providing the value that their prospects, customers, and clients seek, they instead choose to do nothingdifferently and opt to lower price […]

30-60-90 Days to New Hire Success

How long does it take for a new hire (salesperson) to “ramp-up” in your business until they effectively producing results and paying for their seats? This is a question that I ask regularly throughout sessions to business leaders and sales managers throughout North America.  Overall, the answers vary dependent upon a lot of factors such […]

The Cost of an Undertrained Sales Person

Consider for a moment the cost to your organization that an untrained (or undertrained) sales force can create.  Right now, as you read this, there are thousands of salespeople calling on prospects, customers, and clients with little-to-no idea as to what they can (and need to) do to identify opportunity, qualify buyers, manage common objections, […]