Honesty – A Crucial Character Trait

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…

Hard Work – A Crucial Character Trait

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?…

A Simple Sales Plan Model

Time is always flowing.  It’s always getting away from us. The other day my bride and I saw a rerun of a George Carlson standup.  In his comedic routine, he did a few moments around this theme … TIME.  And, one thing he did was particularly funny.  It was about the concept of NOW.  He…

Prospecting Like A Machine

When your peers watch you, they see you prospect like a machine.  Nothing stops you from the hunt.  As a result, prospecting consistency smoothes out the hills and the valleys of sales production.  Your sales revenue rises and falls at an average equal to or above your goals. When people look over your shoulder, they…

Commitment

This is where it begins.  With goals and standards.  With clear job descriptions.  With a push the boat off from shore – do not look back decision – about what we are about. New hires can smell the certainty of direction – the clear, unconfusing signals – the here’s what we’re about purpose of the…

Hope

Great coaches believe the individual will win and the team will win.  What they do and say, when behind or ahead of goal, whether near defeat or after a loss, builds confidence in future achievement. This is not to say that they coach in a King Arthur Camelot world of unreality.  No, great coaches are…

Passion

How do great coaches go about their work? With passion – with energy.  You can look at them and see the working spirit of committed hope.  You can see the early morning rise and the late evening commitment when the load is great on everyone. When they speak, it may not be with a great…