It’s all about the people you coach – the people in your company – the people you serve – your customers, prospects, clients … THEM. It’s not about you. And,…
Sales managers coach poorly when exhibiting the following behaviors. They … 1. Throw new salespeople into a job without a well thought out training and ramp up process. 2. Do not…
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…
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…
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…
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…
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…
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…
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…
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…
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