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…
“Yes, we’ll meet our numbers, It’s my job.“ That’s what Jack Plating, a President with Verizon, once told me in response to my end-of-the-year question, “Are you going to meet your numbers?” Sales executives want to meet their numbers. However … very few companies train their managers to recruit well USING present day selection methods. For…
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…
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…
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…
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…
or Beyond Bullet Points by Cliff Atkinson (see: beyond bullet points) … I remember the overhead projector and transparencies of the 70’s. And, I remember presenters who loved their transparencies – talking to them – expressing their content. These presenters never saw the folks who slept though their work…
If you look up the word “strategy” in various dictionaries, you find military terms like conducting, devising, or developing campaigns (or wars) to achieve a goal. Squad leaders gather to decide approaches, methods, and lines of attack designed to win. They spend much time planning a strategy and reviewing the results after the strategy is…
Years ago I enjoyed many days and afternoons fishing with my Grandfather. He was a Scotch Irishman, who, up into his 70’s was a master carpenter, real estate salesman, business owner, … well you get the picture – an entrepreneur. And, he loved to fish – especially with me. I remember a particular day that…
Do you want to make a quantum leap in sales performance? Of course you do. However, many people use words like ‘quantum leap’ as a cliché – as an empty promise. And, there are lots of clichés. Let’s go to the next level! … to the next generation! How do you increase performance beyond the…