Category Archives: Sales Management Training

Articles about managing salespeople, sales consultants, and sales processes.

Delivering Happiness Book Review for Sales Organisations

Delivering Happiness Book Review Summary Pt 2

Hi, it’s Ben Lai from Sales Ethos. This is part two of my book review and summary of Tony Hsieh’s book Delivering Happiness. So just to give you a quick rehash, Zappos is a huge ecommerce company in the States that sells shoes. For this part of the video, what I want to do is […]

Book Review and Summary – Delivering Happiness – Tony Hsieh

Delivering Happiness Book Review Summary Pt 2

Transcript: Hi, it’s Ben Lai from Sales Ethos. Today I’m doing a book review of the title “Delivering Happiness: a path to profit, passion and purpose by Tony Hsieh. This is an excellent book for those of you who are looking to improve your company culture. And just in case you haven’t heard of the […]

How to Boost Sales Morale in 2019

How to Boost Sales Morale in 2019

Transcript: Hi, it’s Ben Lai from Sales Ethos. Today I’m going to talk about how to boost sales morale in 2019. With the holidays coming to a close, many sales people are going to feel a little bit sluggish coming back to work. I’m sure many of you are trying to think of ways to […]

Who Should I Put Through Sales Training?

Who Should I Put Through Sales Training?

Transcript: Hi, it’s Ben Lai from Sales Ethos. Today I’m going to address the question “Who should I put through sales training?” This may originally sound like a no brainer. However, I would like to contend that there are many other considerations for who you should put through sales training. 1. Client facing staff should […]

Why People Hate Selling

Why people hate selling

“Why People Hate Selling” Transcript: Hi, this is Ben Lai from Sales Ethos. Today’s video is for managers. Specifically, managers of customer service staff and underperforming salespeople. I’m going to address the question “Why people hate selling.” Now, one of my key specialties is helping companies where they want their non-salespeople to learn how to […]

3 Predictors of Sales Success

3 Predictors of Sales Success

Transcript: Hi guys, it’s Ben Lai from Sales Ethos, thanks for joining us. Today I’m going to talk about the three top psychological predictors of sales success. If you’re a salesperson, work on these three areas so that you can improve your performance and the longevity of your career. If you’re a hiring manager, a […]

Guest Post: What To Look For In A Sales Team Retreat

What To Look For In A Sales Team Retreat

Often times, sales can seem like a very individual profession. Despite being part of a company, an individual in sales is typically focused first on day-to-day tasks. Secondly, they focus on hitting his or her personal targets. Finally, they think about advancement, if we’re honest! The truth of the matter however is that company sales […]

How to Use Call Volume as a Sales Performance Metric

How to Use Call Volume as a Sales Performance Metric

Sales Management Training “Sales is a numbers game” is a popular adage for sales managers. The thinking is that if you increase the call volume, that your team will close more deals. There is some truth to the saying, but how do you use this sales performance metric effectively? Today I’m going to discuss the […]

3 Ways Sales Management Can Immediately Increase Sales Motivation

3 Ways to Immediately Increase Sales Motivation

Sales Management Training The ups and downs of sales can quickly decrease staff morale. After all, they face rejection and possible failure on a daily basis. It begs the question: What is the best way to increase sales motivation? According to Daniel Pink in his book Drive, the old answer of “carrots and sticks” for […]

Should I Train or Fire an Underperforming Sales Rep? | Sales Management Training

Should I Train or Fire My Underperforming Sales Rep? | Sales Management Training

Sales Management Training In my consultations with sales management and company directors, I am frequently asked whether to train or fire sales reps who are not meeting sales targets. This is a HEAVY question! On the one hand, some consultants will improve greatly with training. On the other, some will never perform well, even with […]