Some Sales Planning Basics

Some Basics … Sales blocking and tackling stuff (use anything that will help you or your people) … The following information contains questions and comments that will help your salespeople develop new business.  They will also help create a value-focused attitude and sales tools for what you provide … Ask these questions … 1st –…

The IT Factor In Leadership

What’s the “it factor” in leadership? As sales managers and coaches, how do we extract, lift up, and teach “it?” Let’s start with what the “it factor” is in leadership.  That’s easy. It’s the common and most important factor in GREAT leaders – great leaders being defined as someone having a positive and lasting impact…

Impacting Sales Performance – I

What specific things do you do to increase the sales of your team (Or yourself if you are a salesperson.) Here’s a thought … To increase sales performance, LEADERSHIP must help individual and team motivation to increase by inspiring a (new) desire to achieve sales beyond current levels. Leadership must create a new environment in…

7 Secrets Of Recruiting The Best Salespeople

When Jeffery Gittomer, endorsed my book, Can They Sell, he said, “To hire or not to hire? That is the question.”  Jeffery is a master at getting salespeople to understand this foundational principal of success: “Salespeople’s mastery of sales skills will determine the quality of their lifestyle.”  A similar principal of success is true for sales managers: “The quality of…

Sales: Is It Art Or Science

Shakespeare knew the answer … “Where for art thou?” (Romeo: “Romeo and Juliet”) Romeo, while making the sale of his life knew that his true love needed wooing – She needed to know that she was a princess in Romeo’s mind and heart and so He did woo her. And yet, while Romeo did understand…

What Motivates And Drives Success?

Motivation!  As a sales professional … What motivates and drives someone to achieve success?  Some are motivated by survival – the lights going out in the house.  For others it’s recognition, achievement, money, family, or just plain ole duty – doing what others expect. Still, as in ages past, the best motivation is inspired. It…