Chris Mcdonell

Three steps leaders can use to defuse tense situations, improve communication, and resolve conflicts.

What is the fundamental element salespeople are quick to abandon? It’s planning. More specifically, it’s developing and committing to a defined action plan for goal achievement.

In the sales arena (and most other arenas, as well), growth is a function of one’s ability to recognize and accept the changing nature of the environment and the willingness to adapt by taking appropriate action.

What are the reasons for long selling cycles?

For some salespeople, the amount of time it takes to secure an initial appointment with a prospect is excessive. For others, the amount of time spent defining and developing the opportunity is extreme. And for many, it’s the amount of time it takes to secure a decision after submitting a proposal of making a presentation that stretches the selling cycle beyond reasonable limits. (Can you relate?)

In my role as a sales and management consultant, I see an awful lot of negative habits that I’d like to correct — especially on the part of salespeople.

Meet Chris McDonell, President of McDonell Consulting & Development, Inc.