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…
A Best Practice Recruiting System For Salespeople
“Yes, we’ll meet our numbers, It’s my job.“ That’s what Jack Plating, a President with Verizon, once told me in response to my end-of-the-year question, “Are you going to meet…
Prospecting Like A Machine
When your peers watch you, they see you prospect like a machine. Nothing stops you from the hunt. As a result, prospecting consistency smoothes out the hills and the valleys…
Commitment
This is where it begins. With goals and standards. With clear job descriptions. With a push the boat off from shore – do not look back decision – about what…
Hope
Great coaches believe the individual will win and the team will win. What they do and say, when behind or ahead of goal, whether near defeat or after a loss,…