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…
Hard Work – A Crucial Character Trait
Great salespeople work hard. And, along with honesty and personal responsibility toward others, hard work is an essential character trait found in top sales performers. When we recruit well, background…
Ground Zero’s Message For Sales Teams
Today, my bride and I stood at Ground Zero(ground zero) in New York City. When the twin towers of the World Trade Center fell, New York’s finest knew who they were…
Screen For Great Salespeople – Like The NFL
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,…
A Simple Sales Plan Model
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…