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3 Things Your Boss Wants You to Know about Sales Enablement

February 01, 2017 By Canadian Professional Sales Association

With sales enablement being such a hot topic right now and with an increasing number of organizations realizing its value, it’s no surprise tha...
5 Selling Techniques Every Salesperson Should Master

November 11, 2016 By Canadian Professional Sales Association

There is a real art to selling, as any salesperson probably knows. You walk a fine line between alienating the customer and making them feel comforta...
5 Selling Techniques That Will Benefit Your Business

November 07, 2016 By Rhys Metler, Salesforce Search

Sales is an ever-changing field. If your sales people continue to use outdated techniques instead of updating and improving their selling skills, the...
5 Ways to Advance Your Sales Career

October 28, 2016 By Rhys Metler, Salesforce Search

Though a sales career has its benefits, some sales people want to achieve bigger and better things. Closing the same types of deals day in and day ...
5 Closing Strategies and Why Your Sales Team Needs Them

October 11, 2016 By RHYS METLER, SALESFORCE SEARCH

The ability to effectively and efficiently close deals is a must-have quality for a sales person. Everything that sales people do—prospect, nur...
VIDEO: 7 Mistakes That Cause High Turnover

September 05, 2016 By Canadian Professional Sales Association

Making hiring mistakes? If your rate of hiring successful sales reps is low, you could be costing your organization lost business opportunities, as w...
Why Your Business Won’t Succeed without Sales Enablement

October 03, 2016 By Matthew Cook

Sales enablement is the multi-pronged approach to enhancing your sales team’s productivity and performance in today’s business world. It&...
Influencer Interview: Bob Phibbs, the Retail Doctor

September 16, 2016 By Bob Phibbs

The CPSA is lucky to have many of the top Sales and Leadership experts as guest bloggers and supporters. One such well-known thought leader is Bob Phi...
Influencer Interview: Mark Hunter

September 16, 2016 By Mark Hunter

The CPSA is lucky to have many of the top Sales and Leadership experts as guest bloggers and supporters. One such well-known thought leader is Mark Hu...
Influencer Interview - Mike Figliuolo, Managing Director of thought LEADERS LLC and Founder at Executive Insight 16

September 09, 2016 By Mike Figliuolo

The CPSA is lucky to have many of the top Sales and Leadership experts as guest bloggers and supporters. One such well-known thought leader is Mike Fi...
3 Reasons Why Cold Calling Is a Waste of Time

September 09, 2016 By Matthew Cook

“It’s tried and true,” you might think. “We’ve been cold calling for decades, so we don’t need to change our str...
Influencer Interview - David Brock, President at Partners In EXCELLENCE

September 06, 2016 By David Brock

The CPSA is lucky to have many of the top Sales and Leadership experts as guest bloggers and supporters. One such well-known thought leader is David B...
Sales Compensation Initiatives to Improve Sales Performance

August 12, 2016 By David Johnston, President, Sales Resource Group Inc. ​

In today’s competitive sales environment it is not sufficient to set a financial sales target and trust the salesperson to figure out how they ...
Five Ways To Evaluate Your Sales Coaches

August 03, 2016 By Steven Rosen

As the head of sales, you know that the primary role of the sales managers is to coach and develop their sales team. In fact, you believe that great c...
5 Selling Techniques Your Sales Team Needs to Adopt

July 21, 2016 By Rhys Metler, SalesForce Search

Traditional sales is dead, and with it, so are traditional sales tactics. The metamorphosis of the new buyer behaviour has completely changed the sal...
Influencer Interview - Mat Koenig: Author, Speaker, CEO

July 08, 2016 By Mat Koenig

The CPSA is lucky to have many of the top Sales and Leadership experts as guest bloggers and supporters. One such well-known thought leader is Mat Koe...
5 Critical Selling Skills in 2016

June 03, 2016 By Matthew Cook

Sales is tough. Even though there are over 22 million sales professionals in the United States and Canada alone, only 10% will actually deliver ROI wh...
Dave Stein - Author, Sales Strategist & Sales Hiring Expert

June 02, 2016 By Canadian Professional Sales Association

The CPSA is lucky to have many of the top Sales and Leadership experts as guest bloggers and supporters. One such well-known thought leader is Dave St...
Time to Embrace Rejection

June 01, 2016 By Robert Terson

I’ve completed a lot of interviews for my book Selling Fearlessly and a word that keeps reappearing in these interviews is “rejection,&rdq...
So Networking Is Not Your Forte

May 24, 2016 By Joanne Black

There are many people that don’t like to network. When I tell my clients that I expect them to attend at least one business-networking event eac...
Business and Leadership: How They Are The Same

May 13, 2016 By Mark Hunter

Business and leadership are one in the same.  It’s impossible for a business to succeed for any length of time without being seen as a lead...
The Top 5 Traits of Successful Sales Leaders

August 11, 2015 By Canadian Professional Sales Association

Managing a top performing sales team, regardless of the industry, is a feat not many can tackle. Often compared to rejigging a puzzle, management of ...
How do I identify my ‘personality colour’ and what does it mean?

June 01, 2015 By The Canadian Professional Sales Association

During the hiring process, many companies will opt to access candidates with a personality test, which is a helpful tool when sales managers want a d...
Managing Sales Territories for Maximum Profitability

February 09, 2015 By The Canadian Professional Sales Association

Without a well-considered strategy for territory management, sales will be difficult to close in any circumstance. Here are five tips for maximizing ...
Sales Motivation: The First 30 Minutes of the Day

January 26, 2015 By Mark Hunter

The first 30 minutes of the workday will set the tone for the entire day. For most people, the first half hour of the day consists of settling into t...
Lost Sales Analysis – 8 Reasons You’re Losing the Sale

November 17, 2014 By The Canadian Professional Sales Association

Evaluating why you have lost sales in the past, is the crucial first step when devising a strategic plan to increase your sales revenue in the future...
Is Sales Management for You?

November 03, 2014 By Kendra Lee

It’s not uncommon for successful sales professionals to be offered promotions into sales management jobs. And because it’s considered a &...
Must an employer pay out a bonus to a terminating or already terminated employee?

October 20, 2014 By The Canadian Professional Sales Association

When evaluating termination pay, it is crucial to not only focus on the individual’s salary, but other forms of compensation as well. According...
Four Common Destructive Sales Management Styles

October 20, 2014 By Paul McCord

I've had the privilege of working with many new managers whose company hired me to help them transition from seller to manager or to work with existi...
Are You Coaching the Uncoachable?

September 08, 2014 By The Canadian Professional Sales Association

No matter the company they are employed by, sales managers across all industries, face the same frustrations when coaching their sales team. Challeng...
As a sales manager, what are the best questions you can use during one-on-one coaching sessions?

July 28, 2014 By The Canadian Professional Sales Association

One-on-one training sessions between sales managers and individual salespeople is an effective way of coaching for success.  Not only does one-o...
True or False: Training Customer Service Teams

July 01, 2014 By Mike Brooks

How would you rate your cell phone company’s customer service? How about your cable TV customer service or your computer company’s custom...
Is Poor Emotional Intelligence Preventing You From Gaining More Business?

June 16, 2014 By Colleen Stanley

You dedicate a portion of each sales meeting to teaching your team new skills and strategies for opening up opportunities. Key performance metrics ar...
5 Myths of Managing a Sales Team

May 19, 2014 By The Canadian Professional Sales Association

Each year, organizations across Canada promote their best-performing sales representatives to the highly coveted position of sales manager. While the...
5 Ways to Beat Your Competitors at SEO

May 05, 2014 By AJ Kumar

As anyone who's ever struggled to achieve and maintain high search results rankings can attest to, search engine optimization (SEO) is a constant rac...
Are You Demotivating Your Top Performers?

May 05, 2014 By The Canadian Professional Sales Association

Motivation is a tricky skill to master as a sales manager, especially with a team vying for rewards. Salespeople tend to be highly competitive and wh...
SWOT Competitors before a Major Business Negotiation

April 07, 2014 By Patrick Tinney

“One important key to success is self-confidence. An important key to self-confidence is preparation.” -Arthur Ashe Preparation for major...
Be the Sales Manager Your Team Needs

March 25, 2014 By The Canadian Professional Sales Association

In the sales profession, managers have the opportunity to impact their organizations productivity, whose success is grounded in the approach they tak...
Top 10 Things That Are Stunting Your Account Management Growth

February 11, 2014 By l’Association canadienne des professionnels de la vente

Account management is a sales function that requires a vigilant focus on customer needs far before they ask for help. Largely, it is a proactive appr...
How to Eliminate Habits Holding You Back From Success

January 14, 2014 By Jason Womack

Humans love routine. When it comes to achieving measurable goals, this means we tend to do what we’ve always done, how we’ve always done ...
The 5 Secrets of Great Vacations

October 13, 2013 By Mike Brooks

I keep reading articles about how little time American workers spend on vacation.  When compared to the French (5 weeks), and other Europeans, t...
10 Ways Winning Companies Make Selling Easier

October 13, 2013 By The Canadian Professional Sales Association

Consistent sales are a product of an efficient and customer-centric business. While it is tempting to herald the charm and skill of a master salesper...
Sales Management Challenge: What Are Your Best Sales Kickoff Meeting Ideas?

October 12, 2013 By Lee Salz

Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a ch...
The Power in Knowing How To

October 11, 2013 By S. Anthony Iannarino

Strategy is important. So is vision. You know where you want to take your team. You know what results you need to achieve. And you know how you inten...
Three Ways Watching Football Improves Sales Results

October 02, 2013 By Colleen Stanley

Let’s be perfectly clear.  I have never played football and I am not a ‘groupie’ that is glued to the TV set each week watchin...
Stop Holding Pointless Meetings

October 02, 2013 By The Canadian Professional Sales Association

The most important element that an effective sales team contributes to their company is hitting their sales targets, so all of the activities of this...
Sales Management Challenge: How Do You Manage a Salesperson Who Ignores Chain of Command?

September 17, 2013 By Lee Salz

Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a ch...
The 25 Best Telephone Selling Tips ... Ever!

April 07, 2016 By Jim Domanski

These tips are simple to apply and easy to use. And best of all, they work!   1. Call earlier. If you're calling mid-level executives and above...
Sales Management Challenge: What Do You Do When Your Assigned Sales Quota Is Not Achievable?

July 25, 2013 By Lee Salz

Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a ch...
How to Keep Your Customers Coming Back

July 25, 2013 By The Canadian Professional Sales Association

We all have a favourite customer: the one who studies every offering and demonstrates their loyalty with repeat purchases. Often, they start off by t...
Sales Management Challenge: What Do You Do When Your Top Salesperson Is Also An Internal Nightmare?

June 25, 2013 By Lee Salz

Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a challen...
Does being “Consultative” Mean Recommending Your Competitors?

June 24, 2013 By The Canadian Professional Sales Association

A consultative selling approach fosters strong trust with a buyer. Instead of using pressure or charisma in your selling approach, you can opt to wor...
Coaching Your Sales Team to Victory

May 13, 2013 By Kristina Vohma

Thinking of automating your sales processes? Before you do so, start with these four keys to sales force productivity -- and add millions of dollars ...
4 Customer-Retention Myths

May 16, 2013 By The Canadian Professional Sales Association

Keeping customers loyal and retaining their business is the key to building a strong foundation for the remainder of your sales efforts. Loyalty can ...
What All Top Sales Managers Know About Demand Generation

May 01, 2013 By Swayne Hill

Are you Sales-driven or Marketing-driven?  Most enterprise B2B sales organizations are a mix of Direct, Indirect, Installed-Base, New Business a...
Sales Management Challenge: How Do You Resolve the Strife Between Sales and Operations?

April 19, 2013 By Lee B. Salz

Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a cha...
Sales Management Challenge: How Do You Manage A Salesperson Who Always Asks For Lower Pricing?

April 19, 2013 By Lee B. Salz

Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a cha...
Sales Management Challenge: How Do You Motivate A Downtrodden Sales Team?

April 07, 2016 By Lee B. Salz

Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a&nb...
Tips for Hiring Top Talent & Avoiding Costly Mistakes

March 07, 2013 By Carl Henry

Are You Hungry To Find Top Talent? Health experts will tell you that you should never walk into a grocery store when you're hungry. Why? Because you'...
Are You Repelling Business?

December 04, 2012 By Marilyn Suttle

There are many reasons why your business might not be doing as well as you’d like. Don’t bother blaming outside factors like the economy....
How to Stop the Wrong Sales Hires From Destroying Your Best Territories

November 01, 2012 By Carl Henry

In my 25+ years as a sales coach and management consultant, I have had the opportunity to work with some incredibly talented and driven salespeople &...
Don’t Drop the Ball on Current Accounts During High Turnover

October 19, 2012 By The Canadian Professional Sales Association

6 Ways to Maintain Sales Continuity with Current Accounts during Periods of High Turnover There is a large difference between a sales team that behav...
Do you have any time-management tips for entrepreneurs?

October 04, 2012 By Todd Bates

Todd Bates, seasoned entrepreneur and consultant, shares his take on Time-management challenges and Solutions: Time Management Symptoms • &...
Self evaluation of your future success

September 24, 2012 By Patrick Leroux

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How to Live a More Prosperous Life

September 10, 2012 By Patrick Leroux

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How to Find Talent in a Shaky Economy

September 07, 2012 By The Canadian Professional Sales Association

According to a recent Globe & Mail article, it is harder than usual to find talent because the best people don’t get laid off, and they are ...
Do your Sales Meetings STICK?

September 07, 2012 By Nancy Bleeke

A group of sales reps are heading down the hall to the conference room for a meeting with their manager. Their steps are a bit slow; they stop for a ...
Change: Adapt or Die

August 28, 2011 By Patrick Leroux

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Make Your Customers Friends

August 14, 2012 By Patrick Leroux

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Sales Survivor: Should Your Salesperson Be Allowed To Stay On The Island?

August 13, 2012 By Colleen Stanley

Reality TV shows are quickly becoming the new source of entertainment.  (Why, I have no idea.)  Perhaps it’s time to introduce a new ...
Be Remarkable!

July 30, 2012 By Patrick Leroux

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Get Out of Your Comfort Zone Does not Guarantee Success

July 16, 2012 By Patrick Leroux

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Just Who do you THINK You're Hiring? Conducting Legal Background Checks

July 13, 2012 By Ron LeClair, LL.B.

At some point during the recruitment stage, an employer should ask for a candidate's references.  If the application and interview process has i...
Ask and receive whatever you want

June 29, 2012 By Patrick Leroux

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7 Ways to Increase your Self-esteem

June 18, 2012 By Patrick Leroux

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Up Your Sales Coaching Game: Add Peer Deal Reviews

June 15, 2012 By Swayne Hill

Wielding carrots and sticks may help achieve short-term results, but if I want to attract and retain the very best sales professionals over the long-...
Unhappy Employees are Expensive

May 31, 2012 By Patrick Leroux

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Lose the Business Plan! 5 Steps to Professional and Financial Success

May 31, 2010 By Todd Bates

Every fourth quarter, countless business owners attend seminars to prepare for the New Year. They take their team on retreats, analyze the past year&...
The ABC of Sales

May 18, 2012 By Patrick Leroux

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Long-distance Leadership: How management styles are changing to encompass a global workforce

May 10, 2012 By Jeffrey Reed

These days, as an international workplace becomes more common, management styles are adapting to follow suit. After all, the “my door is always...
7 ideas to regain balance

May 08, 2012 By Patrick Leroux

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Getting the Dream Team…By Investing In It

April 24, 2012 By Sharlene Fernandes, CPSA

Mandatory CSP certification fosters consistency, loyalty, and sales. After two and a half years of progressive thinking in his role as the former Pre...
Act like an actor or actress

April 23, 2012 By Patrick Leroux

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Why are you here ?

April 10, 2012 By Patrick Leroux

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I’m starting a business in Toronto, but don’t know which location would be ideal.

April 09, 2012 By The Canadian Professional Sales Association

When starting your own business, choosing where to locate your physical office is an important decision. Consider several factors, such as: - Type: c...
10 Steps to Change Your Life

March 12, 2012 By Patrick Leroux

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Defining an Open Sales Position

December 06, 2010 By Lauren Gilchrist

Hiring sales professionals is always challenging. Most candidates seem qualified for your open position, particularly if they are given the opportuni...
Valuing Yourself

November 05, 2010 By Bill Brooks

In today’s competitive marketplace (everything’s competitive nowadays), it is essential that salespeople position themselves as the centr...
The Problem with Systemization

October 15, 2010 By Adrian Davis

A flawed assumption many executives carry is the belief that we can continually systematize our way to profitability. We know this assumption no lon...
Take a Bite of Low Hanging Fruit

September 24, 2010 By Jerome Shore

You've probably heard the phrase 'low hanging fruit'. It refers to the fruit that's easiest to pick when harvesting, because the picker doesn't have ...
Customers Define Value

September 17, 2010 By Adrian Davis

In the old world, we defined value for our customers. We typically left the customer out of the equation while we defined and pre-packed the value. W...
Managers - Do You Have To Run A Motivational Training Session? - 10 steps to ensure success

August 09, 2010 By Bob Seldon

So, you're a manager. So, you know you have to run a training session or a team meeting for your team (for the first time) that needs to be motivatio...
Are you really customer-focused or just pretending?

July 06, 2010 By Adrian Davis

If you want a quick way to determine where you fall in the seller-focused versus customer-focused continuum, look at what you pay attention to, and i...
Is Your Business Communications Strategy Battlefield Ready?

June 16, 2010 By Miranda Bouldin

When ground forces are on the move, or fighter jets take to the air, they remain in real-time contact with their direct commander and upwards through...
Rejecting Candidates: What to Say

June 10, 2010 By The Canadian Professional Sales Association

Once the chosen candidate has accepted your offer of employment, the sales manager needs to notify unsuccessful candidates. There is no easy way to r...
Tips for Sales Managers When Calling a Candidate's References

June 10, 2010 By Canadian Professional Sales Association (CPSA)

Many employers spend a great deal of time and effort on the interview process but fail to conduct a thorough reference check on potential employees w...
Selecting an Online Sales Assessment

June 10, 2010 By Canadian Professional Sales Association (CPSA)

Here are a few points to remember when selecting a test to use for sales candidates: Application. Does the test directly relate to the knowledge...
When to Use Assessments

June 10, 2010 By Canadian Professional Sales Association (CPSA)

When scheduling candidates for assessment testing you have two options: you can incorporate assessment testing into the preliminary screening process...
What Sales Assessments Can Tell You

June 10, 2010 By Canadian Professional Sales Association (CPSA)

Assessment tools can help you learn more about a candidate’s potential success in sales and company fit. There are many commercial and speciali...
Interview Questions to Gauge Key Skill Sets

June 02, 2010 By Canadian Professional Sales Association (CPSA)

The following is a listing of questions to help you gauge a candidate's skill sets: COMMUNICATION. To determine if the candidate is able to clearly ...
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