Do you want to make a quantum leap in sales performance? Of course you do. However, many people use words like ‘quantum leap’ as a cliché – as an empty…
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…
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 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 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…
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…
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…
… 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.”…
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…
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…
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