Sales Training: Five Things Every CEO Can Do to Improve Sales

Here are five five things you can do to improve your sales efforts and build your bottom line.

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4. Learn to manage your sales team through the 3 “A’s”.

As previously discussed, the three A’s are the basis of success — attitude, activities and approach. Additionally it is the easiest and most effective way to manage your team.

Keep an eye and ear out for a positive attitude. If you see or hear a negative one, which is easily identified through excuse making, it will become a cancer so cut it out immediately. Use salespeople’s individual activities to help them track their success through the activities they carry out.

A specific approach, will allow you to have a real post-appointment discussion on what went right and wrong as opposed to the typical discussion which of ten includes a conversation like,’ so how did it go?”, “pretty good, pretty good” which tells you nothing.

5. Build your business on referrals and networking with no cash.

Networking is a proven way to build your business in today’s economic environment. Don’t get me wrong there is obviously a place for advertising and other strategic marketing, but to help get you through some of these tough times, secure your brand by being out there in the community.

Networking is again something that should be done also through a process and if you read my articles regularly, you know that. Additionally we are not getting as many referrals as we should from existing clients and there are two culprits : a) we don’t ask, b) we don’t ask properly.

Properly means you must be specific when asking for referrals. Either a specific person from a particular organization, a position of a person in a type of business or an alliance of someone connected in the community that you haven’t met.


As we all work with the skeleton crew that we are left with, let’s work harder and better to make a success of our business. Getting back to basics, is it ever smart to get far away from that?

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Photo: Zara

Greta Schulz is president of Schulz Business SELLutions in West Palm Beach, Florida. She is the best-selling author of “To Sell is Not to Sell.” Greta does corporate training for Fortune 1000 companies and she has an online training course for entrepreneurs.


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