I was thinking, “What’s the difference between a professional salesperson and a salesperson?” Well … the whole question is semantical or oxymoronic. Why, because a salesperson does not need the word professional to define his or her role. A good salesperson is a professional. A bad salesperson is not a professional. It would be like…
People read more about motivation in management schools than inspiration. Many sales managers strive to learn how to motivate salespeople. They sincerely want to learn how to motivate them to reach sales goals, to fill out paperwork, to follow a sales process, etc. Good managers spend much of their time on motivational actions. Often, they…
Coaching highly spirited teams requires three well-developed areas of action, thought, and attitude. First, fathers, sales managers, CEOs, and other leaders communicate compelling reasons to reach important GOALS. These goals, when communicated, create an emotionally charged atmosphere for the people they lead. They inspire. And, they provide direction, purpose, and value. They tell us the…
A sales manager’s beliefs and attitudes create 85% or more of a team’s success. They make up the substance of sales team culture. And, this culture produces salesperson turnover or retention. It creates teams or individualism – sacrifice or anarchy. People lie or they tell the truth. Character strength is more important than sales or…
Please tell me about a personal example in sales when you had to have courage to ‘keep on keepin’ on. Here’s mine. More than twenty years ago, I was faced with the following. I was two or more payments behind on my house and I had received the proverbial registered letter. It basically said that…