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 –…