Dirk Gorman

2014-05-29

The pressure to sell more, faster, drives immature sales people to cut corners in the sales process:  they skimp on relationship building, ask fewer...

2014-05-02

When organizations are falling short of their revenue forecasts, the impulsive response of panicked executives is to chastise their sales teams&rsquo...

2014-04-25

The Lost Art of the Customer Appreciation Sales Call If you sales career originated in the mid-1990s, then you probably have vague memories of mandated...

2014-02-24

In any discussions or meetings, it’s safe to say, the most thoroughly prepared people are most likely to achieve their desired outcomes.  Therefore...

2014-01-30

There is a huge difference between assumed competence and actual competence.  Too many sales leaders simply assume that their reps are competent...

2014-01-15

In a recent audio review of over 500 recorded rep responses to a sales role-play question, a glaring communication flaw became apparent.  This flaw...

2013-12-22

In this hyper-competitive economy, achieving sustainable success is more challenging—and more daunting—than ever before.  This stark...

2013-12-12

When sales reps are struggling to hit mean performance expectations, sales management’s typical mandate is for these mediocre reps to dramatically...

2013-11-14

Sales managers continually listen to unproven sales reps—or any rep for that matter—make bold statements such as, “I am going to grow...

2013-11-01

Is your sales team driven to perform at its absolute best?  Or—like most—is it doing just enough and hoping that’s good enough...