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…
When recruiting great salespeople, hire character first. And, do you know what character trait is more important than all the others? Honesty. Yes, honesty. The number one character trait to recruit for is honesty followed by hard work and personal responsibility. Honesty is nonnegotiable and must be present for you, the coach, to turn your back and…
Great salespeople work hard. And, along with honesty and personal responsibility toward others, hard work is an essential character trait found in top sales performers. When we recruit well, background checks, resumes, and other screening and interviewing skills focus on the discovery of this trait. All hard work provides a profit to a salesperson. Why?…