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 –…
In every field of endeavor, a philosophy (set of attitudes/beliefs) drives the system (people, processes, tools and skills). It affects the hearts of its listeners. It brings staying strength to action. It reinforces confidence in the system as THE structure to embrace for greatness . It puts purpose and meaning into work. It inspires. For great sales managers who…
How much do you aspire to make next year? 50,000, 100,000, 200,000?? For the sake of an example, let’s use 100,000. You can adjust the example for your situation. If you work 2000 hours a year (40 hours per week), you will earn $50 per hour. Every hour that completes itself contributes the most cherished…
What can salespeople learn from an ant? What knowledge can we find in its ways? Common varieties are only 1/4 to 1/8 of an inch long. What could we possibly learn from this insignificant creature of the earth? Plenty. Some years for us provide economic strength. Others do not. Several years may pass before this…
What does it mean to be a ‘good’ salesperson? How do you find one? What do you look for? Jim Collins, author of Good to Great , says that his team’s research found that great companies recruit character first – before skills. After twenty years of mistakes and successes, and after helping recruit and…
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…
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?…
Today, my bride and I stood at Ground Zero(ground zero) in New York City. When the twin towers of the World Trade Center fell, New York’s finest knew who they were and what they were supposed to do. They died trying to save people in the towers. They worked for weeks – 24/7 – pulling bodies…
The NFL screens high-profile college athletes for speed, quickness, agility, mental aptitude, and other important traits relative to their positions. The NFL Combine with its statistical history for vertical jumps, 40 yard dash, bench press, aptitude tests, and interviews greatly increases the chances for excellent player selection. And, these are just a few of their…