The Optimistic Person Perseveres When Tested In A Trial
At present, I provide directional and moral support to someone who runs a 30 million dollar division of a national company. Many difficulties hammer his optimism as I watch him…
This Is What Happens When Character Multiplies Genetics!
This What Happens When Character Multiplies Genetics! For tremendous rewards in sales performance, which sales candidate do you want to hire from the three below? The smartest The most persuasive…
The 13 Fundamentals For Powerful Sales Assessments
There are lots of simple and easy to administer assessments on the market. but very few of them are validated for high-activity sales professionals. In addition, they are not customized…
When You Watch Inexperienced People Die In A Storm
Being an excellent sales leader is not easy. It’s difficult. There’s a lot of pressure to get new people performing fast. And, how you begin with someone affects turnover –…
This Year Make Better Relationships Work For You
A few years ago, I was teaching sales reps the importance of listening to customers. We were discussing how focusing on someone else’s need and problems, before our own, builds…
When Intelligent People Help Increase Your Sales
Today, companies experience a complex economy with multiple product features and benefits to the customer. In this new age space, an essential part of sales success is the ability to…
10 Fundamentals For Coaching The Best Salespeople
Successful coaching begins with recruiting the best. Do the candidates you hire have what it takes? Are they self-motivated, honest and responsible? Do they like your products? Are they coachable?…
How To Achieve Your Goals AND Strengthen Relationships
Recently, a young sales leader travelled several hours to spend the afternoon with me in Knoxville. Despite icy roads and the cold of the north winds, he arrived around noon.…
How To Get Helpful Advice From A Bell-Shaped Curve
I know you’ve been thinking about how to best coach the new rep. You want to do this well because you can’t afford to get them off to a poor…
How To Prepare A Brand New Rep For Success
How do you prepare a brand new rep for success? If you’re like me, you’ve made tons of mistakes and lost thousands and thousands of dollars and many sleepless nights.…