Be Better in 2010 “Winning Isn’t Everything, the Will to Win Is. … I firmly believe that any man’s finest hour – his greatest fulfillment to all he holds dear – is that moment when he has to work his heart out in a good cause and he’s exhausted on the field of battle…
As sales leaders, you are at the head of something – a team of salespeople. Their personalities are different. Their backgrounds are different. Their beliefs and attitudes are different. Their motivating desires are different. And, they have different levels of these things. You have a job to do – get to a certain level of…
I had the following conversation with a sales team I was training a few days ago. The team was behind in sales, revenue, and margin goals year-to-date. Our conversation started with, “What’s the goal?” They asked, “The sales goal?” I nodded. They quickly and rather smugly announced the year’s sales’ goals by channel. Each channel was represented…
Announcing Our Beta Release of Sales Activities We’re pleased to announce our new sales management tool, Salesactivities.com is now ready for “beta” testing. If you’re willing to provide us feedback, we’ll give you 60 days free access to our new tool. Developed for and by high-sales activity performers, this tool helps manage your complete…
It’s 5 a.m. and a sales manager, Jason, turns off the alarm as he rolls out of bed, hits the floor, and moves through the darkness for the bathroom. A typical start to a day. In the gym by 6:00. At the office by 7:30. It’s the end of the month and the sales team…
A few weeks ago, while listening to a favorite morning radio program, I was reminded of the impact on our thoughts in any economy. The talk show host was speaking with a guest about his views on the financial condition of our country. The discussion led into postulations about a depression. After quite a bit of speculation,…
Last week Chuck Balcher (see his blog), on LinkedIn, offered this question to sales professionals. “What’s it worth? “When selling your product or service, what is it worth to the person you are trying to sell it to?” Years ago, Ron Willingham, author of Integrity Selling and a mentor of mine, said that there were 4…
Imagine this picture. Turnover occurs – sometimes at an excessive rate. Sales managers work hard and struggle to find quality candidates for open sales positions. They place ads in local newspapers and get many responses. Some use Monster. Some use recruiters. However, many of their candidates come from people who cannot find a job anywhere…
Companies need great sales managers. To find them, Sales VPs and business owners need to (1) know, in advance, the sales goals their managers will work to achieve. Sales managers assume responsibility for sales team goal achievement. And, it’s important to investigate their background for team achievement levels and to set clear expectations for them at the…
The sales assessment chosen for use in a recruiting process should: 1. Be scientifically validated for the position. The process and cost of validation, if any, should be included in the RFP. Validation documentation should be provided to company adminstator. Explanation: Many companies and individuals marketing personality profiles have not invested in validation studies to prove the predictive…