The Surprise Assault on the Ambition of the American Salesperson
A withering assault, carved from an earlier age like a river flowing against an earthen bank, has cut away at the ambition of the American salesperson and of the American…
All It Takes Is a New Attitude to Achieve Winning Sales Results
As our children grew up and into their own jobs and families, we’ve lived on a farm several miles from Knoxville, Tennessee. It’s a wonderful place each evening with its…
The 14 Interviewing Skills to Use When Recruiting the Best Salespeople
The 14 interviewing skills that I include in this article will help you in any recruiting situation for any position. They are universal, and many of them are just helpful…
Why Are the First Few Days of January Important
Let’s say you wake up in the morning and take a look in the mirror to see a blemish somewhere on your body. It may have been there yesterday, but…
Recruiting and Coaching That Will Make a Good Impact on People and Results
I and those in my company, we’re on a mission—an intrinsic mission to help people with making their sales cultures better. In other words, we are about transformation. This causes…
5 Questions That Will Help You Hire the Best Salespeople
If you read the papers or lead a sales team for a few days, you will see that changes continue to occur each day in our business and for the…
How to Know if Intelligence Helps a Salesperson Sell More
The scientific study of intelligence within the human population dates back over 100 years. In the late 1800’s, Sir Francis Galton studied intelligence by measuring the reaction time of noblemen…
5 Actions, Tools, and Skills to Master as a Successful Sales Manager
Today, new sales managers in America, including independent insurance agents and other small business owners, attempt to learn how to recruit and coach salespeople while still selling and handling the…
The Magnificent 5 People Builders of Great Sales Cultures
In a recent podcast, I mentioned the effects of what Dr. Sull and his colleagues at MIT call the “Toxic Five” factors creating the lowest reviews of work cultures in…
How to Coach the Higher Mental Strength for Outstanding Sales Levels
Think about your early days as a salesperson. I’m sure you had to fight negative thoughts and frustrations each day and find ways to reduce your stress to keep yourself…