Research Report

Salespeople’s roles are far from failure-proof. In fact, approximately 50% of salespeople fail to reach their annual sales targets.

You have probably experienced situations where buyers, homes, or entire neighborhoods have been stigmatized. The emotional reactions created by stigmas can prevent your buyers from making smart decisions and can limit your sales opportunities.

Productivity is a wonderful business buzzword, but what real-life impact does it have? For Charles Duhigg, this question can be answered with three simple words: Smarter, Faster, Better.

Salespeople with higher levels of emotional intelligence (EI) are better salespeople, right? After investing a great deal in the training of EI, firms are starting to wonder if those investments are well spent.

It’s no secret that a positive outlook can have dramatic impacts on a person’s day-to-day activities. In fact, according to the Mayo Clinic, positive thinking can result in increased life span, lower rates of depression, and better psychological and physical well-being.

The buying center is comprised of various individual influences that shape the buyer’s purchase decision. Since a successful selling process is about enabling the buyer to make a quality purchase decision, understanding how to productively manage the buying center’s influences and efficiently guide the decision-making process can be critical to the final buy or no-buy outcome.

Author and blogger Chris Bailey claims that productivity is not about how much you do. Instead, productivity is all about how much you accomplish.