Legacies are the impact of traditions on today’s world … left behind by people who struggled to meet standards for the benefit of others. Sometimes people lower their standards without a fight … and, they build new traditions that leave a poor legacy for those who follow. Leaders often set the standards for future traditons…
Great coaches and teams of people put their very best into what they do. Standards, performance norms or accepted levels of behaviors emerge out of their fight for greatness. The emerging standards, produced from great thought and toil, define the limits of minimal and great performance. For sales teams, these standards include: Where to Set…
I’m a field rep and I love the idea of independence and an income opportunity without a ceiling. I do see the possibilities, but I also feel a challenge to its accomplishment. What challenge? It’s not really time management. No. I think it’s self-management. In the beginning, I’m completing new employee paperwork, learning product information,…
Social Confidence is trait #3 of four personality traits that affect the achievement drive of great salespeople. People endowed with this trait can naturally and without stress interact with people. This helps them gain power throughout the sales cycle. In simplistic terms, salespeople need to … 1. Find prospects 2. Set appointments, and 3. Close sales And,…
Salespeople remain relevant to a buyer depending upon how well they practice the consultative sales process. In theory, a sales conversation “can be” 100% relevant if the steps below are practiced perfectly. But, tada! That’s why we practice in sports and in sales … to keep striving for greatness. First, how does a salesperson remain…
Today, It was my privilege to interview a seasoned veteran for a new sales job. As I listened to his answers to my rather “structured interview,” I began to learn – to hear the wisdom of dedicated years … … and, I was reminded. Wisdom resides mostly with those who have tried several doors in a…
… if they were on straight commission without incentives, goals, or directions? Three Answers 1. “As much wood as a woodchuck would if a woodchuck could chuck wood.” 2. “A woodchuck would chuck as much wood as a woodchuck could chuck, if a woodchuck could chuck wood.” 3. “A woodchuck would chuck all…
Ah … maximum productivity and results??? The driven question. Results come from activities. Activities leading to results are steps in a system. A system contains a person working a process with its tools and skills. And, the system is driven by beliefs and attitudes. Do we want something? Do we value excellence? Do we see…
Research scientists have found “Social Drive” to be a core characteristic for high performing sales reps. The scientists who create validated personality profiles may use different terms for being socially engaged. Salespeople who are driven socially will want to be out among people in networking events. They love to go toward people – especially if…
Goal-Orientation: Personality Trait #1 in High-Activity Salespeople (for sales cycles less than 90 days) Is your team motivated to achieve timely results or to steadily pass the day? TARGETS • OBJECTIVES • SALES When salespeople achieve their numbers, CASH FLOWS ……. and, businesses thrive. Owners hear the streaming sound of profits reach the bottom of a healthy…