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In this episode, host Neil Howe talks to Ken Cheo, president of OurSalesCoach.com about how to stop wasting time on all the tasks that aren’t working for your sales team and start to focus on only tasks that get results.
Ken helps Business Owners make sure they are getting the most production they can from their salespeople. That way everyone is a top producer and the result is continuous growth rates that are much higher than they expect.
Ken notes that:
- Salespeople are wasting time trying to get meetings with their ideal prospects. Activities such as cold calling, going to networking events or trade shows or having referral meetings that do not pay off.
- Seasoned professionals who have been in the industry for years are milking their existing relationships and continue to bring in business, however, there are very few or no new clients and therefore very little or no growth.
- Salespeople are talking with or meeting with a lot of people but not closing deals or at a big enough volume.
President, Full Line Graphics
“… After 3 months in the program our revenue was up 30% and I had completely changed my attitude about sales. After 6 months we were up 60% and instead of recruiting for sales talent we were recruiting for people to help us take care of our new customers. I began to learn how to look at my business as a CEO instead of as a salesperson or a technician.”
President, Net Tel One Communications
“I now have systems to track my leads, activity
Livermore Edwards and Associates – Planning and Architecture
“Ken taught me how to properly qualify my relationships and prospects so I am spending my time on the right opportunities and with the right people. He taught me a system that I am using to get predictable results and how to track my leads, activity and results. I have been using these systems and hitting my goals in less than 3 months.”
Bright-Light Electrical Company, Inc.
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We work with business owners and select salespeople and help them develop a sales strategy and execute a sales process that will ensure success.
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