Standards Build Traditions – Traditions Build Legacies
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…
What Are YOUR STANDARDS?
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…
I’m Looking For Consistency – A Pattern
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…
Social Confidence In GREAT Salespeople
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…
How Do Salespeople Remain Relevant?
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…
An Old Key Worth Using
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…
How Much Wood Could A Woodchuck Chuck …
… 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.”…
Coaching MAXIMUM PRODUCTIVITY
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…
Social Drive In GREAT Salespeople
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…
Goal-Orientation In GREAT Salespeople
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 •…