COSTS … When sales managers, entrepreneurs, business owners, and CFOs think about turnover costs, they think about hard costs first. So, I’m going to start this discussion going against the grain. …
THE 3 MOST IMPORTANT ISSUES … Today, I searched the internet for information on how to retain salespeople and for good discussions about salesperson turnover. I wanted to know what…
I recommend a couple of new books for Sales Managers or Leaders wanting to get better coaching, managing, or leading salespeople into higher performance habits and greater professionalism. 1. The Power…
Recently, I ran across an article by Michael McIntyre entitled “Try Coaching Instead of Commanding.” Michael is the director of the University of Tennessee’s Professional MBA program. His article began…
What’s the purpose of a salesperson at your company? To sell phones, software, advertising, widgets, services and products, and to sell them above a magic number? Years ago I attended…
“Life is Difficult.” This is the first sentence of The Road Less Travelled written by Dr. Scott Peck in 1978. He writes that when people realize this truth this understanding leads to…
Over the years, thousands of salespeople and sales leaders have responded to this question. Last week, while with 70 young salespeople and leaders, I asked it one more time. After…
… in a very special way – without judgement and with care and concern for their well-being. We have many cultural changes affecting today’s sales forces. Religion and a commitment…
Ok, before you lynch me for getting out of your comfort zone, give me a chance to explain. Children begin life with only a fear of heights. The world around…
NUMBER ONE – RECRUIT CHARACTER FIRST … Look through these killers to change and performance improvements. Most of them have to do with attitudes and beliefs and what salespeople value – thing…