by .(JavaScript must be enabled to view this email address) |
on August 21, 2008 |
about Coaching |
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:
...
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by .(JavaScript must be enabled to view this email address) |
on August 19, 2008 |
about Coaching |
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...
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by .(JavaScript must be enabled to view this email address) |
on August 06, 2008 |
about Coaching |
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...
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by .(JavaScript must be enabled to view this email address) |
on August 02, 2008 |
about Coaching |
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...
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by .(JavaScript must be enabled to view this email address) |
on July 26, 2008 |
about Coaching |
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 productive life. It remains true in...
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by .(JavaScript must be enabled to view this email address) |
on July 13, 2008 |
about Coaching |
... 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 the wood, if a woodchuck...
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by .(JavaScript must be enabled to view this email address) |
on July 12, 2008 |
about Coaching |
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...
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by .(JavaScript must be enabled to view this email address) |
on July 02, 2008 |
about Coaching |
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 -...
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by .(JavaScript must be enabled to view this email address) |
on June 27, 2008 |
about Coaching |
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 Coaching |
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 23, 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 and...
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by .(JavaScript must be enabled to view this email address) |
on June 17, 2008 |
about Coaching |
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 |
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 Coaching |
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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by .(JavaScript must be enabled to view this email address) |
on May 30, 2008 |
about Coaching |
When the sales cycle is greater than ninety (90) days and begins to move toward six (6) months or greater, the closing rate is an unimportant way to manage sales performance. In these longer sales cycles, it is more important to manage the funnel size and to focus on strategies not activities (please reference Neil Rackman’s research in his...
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by .(JavaScript must be enabled to view this email address) |
on May 29, 2008 |
about Coaching |
What’s the “it factor” in leadership? As sales managers and coaches, how do we extract, lift up, and teach “it?”
Let’s start with what the “it factor” is in leadership. That’s easy. It’s the common and most important factor in GREAT leaders - great leaders being defined as someone having a positive and lasting impact on the welfare and...
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by .(JavaScript must be enabled to view this email address) |
on May 23, 2008 |
about Coaching |
What specific things do you do to increase the sales of your team (Or yourself if you are a salesperson.)
Here’s a thought ...
To increase sales performance, LEADERSHIP must help individual and team motivation to increase by inspiring a (new) desire to achieve sales beyond current levels. Leadership must create a new environment in which...
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