Harry Truman coined this phrase to let everyone know who was in charge and that he would take action and be accountable. As Sales Managers the “Buck Stops Here” lets your people know you’re in charge and you set the expectations for them to follow. Analyze your situation to see if the “Buck Stops…” or if your sales people are “Passing the Buck”? Continue reading
We need to understand & know: “What do “Owners” want…AND What do YOU need to do to “OWN the OWNER?” Continue reading
It’s the first quarter and everybody is forecasting growth and all things good.
Everyone is telling you they are going to “optimize” this or “leverage” that and you’ve said it to so many people you start to REALLY believe it. The goals and objectives are agreed to for 2018. Continue reading
The start of 2018 gives us time to pause and reflect on how we can improve in our role as Sales Manager / Sales Leader. Here is a list of questions that beg to be answered…completely and honestly in terms of your personal improvement. Continue reading
Owners & Sales Managers: When was the last time you looked at and did an analysis of your sales compensation plan? Is it working or are you acting like an ATM machine for mediocre sales results?
Heading in to the new year, it is critical to review your sales compensation plan. What do you want your plan to do? Does it reward good performance; what about excellent performance? Continue reading
Too often sales people want to “rush” thru the “process” without understanding the prospects “Decision Making Process.”
They want to believe that “magically” that if they produce a quote or proposal, that the document will get people to become excited, convinced, answer all their questions/concerns & buy! Continue reading
Getting enough quotes? Are they closing? Why or Why Not? What are our people working on that is more important than generating business opportunities?
The Goal Directed Sales Person
The question we need to know is “What are my people spending their time on?” We have talked about PRIME TIME and NON-PRIME TIME ACTIVITIES in the past. We have also talk about motivating our people to perform by setting up a goal plan with dates and action plans. This should be a starting point for each person. Continue reading
We often talk about attitude and beliefs. We’ve shared the data of the incredible impact that your childhood has on your beliefs and belief system. Today – there is so much negativity in this country in the news, politics, social media, etc… We thought it was a great time to share “The Optimist Creed”. Continue reading
Why don’t MOST salespeople get referrals? What stops them? Why do they conveniently “forget” to ask?
REASON: The most common reason sales people don’t ask for referrals is FEAR.
It is our mission to develop your sales team into a high performing, efficient, and ever improving sales force.
Read More
