Do Real Salespeople Say “If, Can’t, Or Try?
Today, while traveling from Knoxville to Memphis for Christmas, my mother-in-law called us on her cell phone. Some of you are thinking that can’t be a good thing. Actually, I’m…
A Crushed Spirit Dries Up The Bones: Be Kind AND Direct
“Please describe what happened in your last meeting with our customer Mr. Handy?” “How much time did you spend last week calling your leads for appointments?” “What networking strategies have…
Sales Management – What’s Coaching All About?
It’s all about the people you coach – the people in your company – the people you serve – your customers, prospects, clients … THEM. It’s not about you. And,…
13 Ways Sales Managers Coach Poorly
Sales managers coach poorly when exhibiting the following behaviors. They … 1. Throw new salespeople into a job without a well thought out training and ramp up process. 2. Do not…
Coaching The Best – The Sales System
What’s a system? It’s a bunch of connected pieces which work together in an organized manner – one that produces a certain state. We cooperate or exist within systems in everyday…
Coaching The Best – The Philosophy
In every field of endeavor, a philosophy (set of attitudes/beliefs) drives the system (people, processes, tools and skills). It affects the hearts of its listeners. It brings staying strength to action. It reinforces confidence…
The Value Of A Salesperson’s Time
How much do you aspire to make next year? 50,000, 100,000, 200,000?? For the sake of an example, let’s use 100,000. You can adjust the example for your situation. If…
The Wisdom Of An Ant
What can salespeople learn from an ant? What knowledge can we find in its ways? Common varieties are only 1/4 to 1/8 of an inch long. What could we possibly…
Personal Responsibility – A Crucial Character Trait
What does it mean to be a ‘good’ salesperson? How do you find one? What do you look for? Jim Collins, author of Good to Great , says that…
Honesty – A Crucial Character Trait
When recruiting great salespeople, hire character first. And, do you know what character trait is more important than all the others? Honesty. Yes, honesty. The number one character trait to recruit for…