When Jeffery Gittomer, endorsed my book, Can They Sell, he said, “To hire or not to hire? That is the question.” Jeffery is a master at getting salespeople to understand this foundational principal of success: “Salespeople’s mastery of sales skills will determine the quality of their lifestyle.” A similar principal of success is true for sales managers: “The quality of…
What would the sales equivalent of a no-hitter look like? Batters step to the plate and one by one they leave the game without a hit. So, in sales, for an entire game … let’s say one year, each time my competition comes to the plate he leaves without a hit – without a sale.…
After twenty+ years of working with sales teams in banking, financial services, and other BtoB companies, I’ve discovered a foundational problem to exist in Retail Financial and Wireless Services … And, it’s the word “Retail.” While the banking industry has transformed itself in many ways, especially with terms like “sales,” it still has a “wait…
Shakespeare knew the answer … “Where for art thou?” (Romeo: “Romeo and Juliet”) Romeo, while making the sale of his life knew that his true love needed wooing – She needed to know that she was a princess in Romeo’s mind and heart and so He did woo her. And yet, while Romeo did understand…
When researching all the subject experts in recruiting, a best practice recruitment funnel emerges. After sourcing well to develop five or more recruiting channels, the three stages of recruiting are: – Screening – Profiling – Interviewing. (Note: This recruiting funnel also presumes that you have analyzed the sales position well enough to isolate the top…
Motivation! As a sales professional … What motivates and drives someone to achieve success? Some are motivated by survival – the lights going out in the house. For others it’s recognition, achievement, money, family, or just plain ole duty – doing what others expect. Still, as in ages past, the best motivation is inspired. It…
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…