When we go to a restaurant, we expect the service and food to meet a certain standard. When we watch our favorite college sporting team, we expect a certain level of play; and, perhaps a certain win/loss record. When we live we do so at a certain standard of living. And, when we put on…
Today, while traveling from Knoxville to Memphis for Christmas, my mother-in-law called us on her cell phone. Some of you are thinking that can’t be a good thing. Actually, I’m lucky it usually is a good thing. We are fortunate in several ways in our relationship. Smitty is in good health, she can out walk…
“Please describe what happened in your last meeting with our customer Mr. Handy?” “How much time did you spend last week calling your leads for appointments?” “What networking strategies have you put into place?” What are your key activities for next week. When Misty asked you to help her last Tuesday, how did you respond?”…
It’s all about the people you coach – the people in your company – the people you serve – your customers, prospects, clients … THEM. It’s not about you. And, that’s not easy to remember, but it’s even more difficult to be this way. But, you can. You will. When “what you do” becomes about…
Sales managers coach poorly when exhibiting the following behaviors. They … 1. Throw new salespeople into a job without a well thought out training and ramp up process. 2. Do not help a salesperson develop a sales plan. 3. Do not care about their salespeople as individuals. 4. Focus on meeting budget numbers instead of achieving each salesperson’s income…
What’s a system? It’s a bunch of connected pieces which work together in an organized manner – one that produces a certain state. We cooperate or exist within systems in everyday life. Examples include solar systems, financial systems, and digestive systems. The purposes and proper functioning of these systems create an effect upon our lives –…
In every field of endeavor, a philosophy (set of attitudes/beliefs) drives the system (people, processes, tools and skills). It affects the hearts of its listeners. It brings staying strength to action. It reinforces confidence in the system as THE structure to embrace for greatness . It puts purpose and meaning into work. It inspires. For great sales managers who…
How much do you aspire to make next year? 50,000, 100,000, 200,000?? For the sake of an example, let’s use 100,000. You can adjust the example for your situation. If you work 2000 hours a year (40 hours per week), you will earn $50 per hour. Every hour that completes itself contributes the most cherished…
What can salespeople learn from an ant? What knowledge can we find in its ways? Common varieties are only 1/4 to 1/8 of an inch long. What could we possibly learn from this insignificant creature of the earth? Plenty. Some years for us provide economic strength. Others do not. Several years may pass before this…
What does it mean to be a ‘good’ salesperson? How do you find one? What do you look for? Jim Collins, author of Good to Great , says that his team’s research found that great companies recruit character first – before skills. After twenty years of mistakes and successes, and after helping recruit and…