by .(JavaScript must be enabled to view this email address) | on June 27, 2008 | about Recruiting | 
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...
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by .(JavaScript must be enabled to view this email address) | on June 26, 2008 | about |
TAKES THE GUESSWORK OUT OF RECRUITING ...
Increase your ODDS of finding a great salesperson or sales manager by 10-15 times over traditional methods of interviewing and reference checking. Use a validated personality profile to decrease hiring mistakes - mistakes that cost $8,000 - $200,000 per poor hire.
For twenty years, we have used...
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by .(JavaScript must be enabled to view this email address) | on June 24, 2008 | about Coaching |
“What makes a GREAT sales trainer? Ah ... the makeup ... personality? character? talent? skills? knowledge? attitudes and beliefs!!!!
Attitudes and beliefs make up the most important part of a great sales trainer’s makeup. They frame what a sales trainer decides to learn, how the trainer applies knowledge, and what results the trainer...
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by .(JavaScript must be enabled to view this email address) | on June 22, 2008 | about Coaching |
Can product knowledge get in the way? YES! ??
A friend and past mentor, Ron Willingham, once told me that all salespeople sell with some type of focus. That focus can be one of these ...
- Product focus
- Quota focus ?
- Ego focus ?
- Value focus ??
A “product focus” causes a salesperson to wax on eloquently about product features...
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by .(JavaScript must be enabled to view this email address) | on June 17, 2008 | about Recruiting |
Most companies do not know how to do find a “talent fit.” And, here are reasons why:
1. They do not know the top six traits in order of priority necessary for a good “fit.”
2. They do not look for the important character AND personality traits of a top performer.
3. They have not been trained to use a best practice recruiting system:...
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by .(JavaScript must be enabled to view this email address) | on June 13, 2008 | about Coaching |
What a great training ground for a sales professional ... Door-to-door sales will stretch your sensitivity to rapport building in many ways, and it will require you to learn to make compelling presentations, while captivating your audience in a variety of situations less than ideal.
I remember those days in the home - a few years of them. ...
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by .(JavaScript must be enabled to view this email address) | on June 11, 2008 | about Coaching, Attitudes, Beliefs & Inspiration |
The following may be a little controversial. However I do not intend to be divisive… just a little weird or unusual about the subject of competition. Alfie Kohn wrote a book several years ago. I believe it was called, “No Contest: the Case Against Competition.” His heavily researched work concluded that competition was unhealthy no matter how...
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by .(JavaScript must be enabled to view this email address) | on June 06, 2008 | about Coaching |
Some Basics ... Sales blocking and tackling stuff (use anything that will help you or your people) ...
The following information contains questions and comments that will help your salespeople develop new business. They will also help create a value-focused attitude and sales tools for what you provide ... ?
Ask these questions ...?
1st...
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by .(JavaScript must be enabled to view this email address) | on June 03, 2008 | about |
Please tell me about a personal example in sales when you had to have courage to ‘keep on keepin’ on.
Here’s mine. More than twenty years ago, I was faced with the following. I was two or more payments behind on my house and I had received the proverbial registered letter. It basically said that I was going to lose the farm unless I sold...
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