The NFL screens high-profile college athletes for speed, quickness, agility, mental aptitude, and other important traits relative to their positions. The NFL Combine with its statistical history for vertical jumps, 40 yard dash, bench press, aptitude tests, and interviews greatly increases the chances for excellent player selection. And,...Keep Reading
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 pointed out to the audience as only Mr. Carlson could...Keep Reading
“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...Keep Reading
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 see a disciplined...Keep Reading
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 team.
Team members know where the coach...Keep Reading
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 realists. And, they have healthy doses...Keep Reading
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 oration, or with a gift of fine words. But, it is...Keep Reading
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 in darkened...Keep Reading
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...Keep Reading
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 we loved to spend ... starting...Keep Reading
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 past? Are you ready? Do you want the...Keep Reading
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 before the...Keep Reading
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:
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.
It’s not really time management. No. I think it’s self-management.
In the beginning, I’m completing new employee paperwork, learning product...Keep Reading
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
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...Keep Reading
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...Keep Reading
... if they were on straight commission without incentives, goals, or directions?
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...
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...Keep Reading
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 -...Keep Reading