Characteristics shared by great sales organizations

Posted

Characteristics of great sales organizations  Having spent the better part of my career building sales teams, I have seen my share of great sales teams. Unfortunately, I have also seen my fair share of “less than great teams” as well. Over that time, I have compiled a list of those areas that the great sales… Read more »

Common Habits Successful People Share

Posted

 Ten lessons learned from successful people (from TTI success insights research) Successful people may have the ability to juggle many tasks, but instead they identify their most important task of the moment and focus solely on that task. The key to success is dedicating a specific amount of time to this task every day, avoiding… Read more »

Is there a  connection between Golf Mastery and Sales Excellence?

Posted

Absolutely!  Top competitive athletes generally make very good sales people. What are some of the common traits that great golfers and great sales people have in common? Among the common traits that are the critical success elements shared by top professionals are: Discipline Perseverence Focus Personal accountability and Self awareness   I have been a… Read more »

Lessons in Leadership

Posted

As I work with companies, I find that many managers focus on completion of tasks, oversite of metrics, inspection of processes, and fire fighting. While each of these are important to the job, people are often overlooked as the day to day pressures cause most managers to be consumed with the urgent tactical matters at… Read more »

Good Supervisors? or Great Leaders?

Posted

Are your managers acting as leaders or supervisors? How much time do your managers spend on truly developing their people? To what are your managers really accountable and which areas of focus drive the greatest return? The most effective leaders hold their managers to 5 role responsibilities to maximize results. Certainly their are tactical responsibilities… Read more »

Hitting the Ceiling?

Posted

It happens to all companies, at some point. We outpace our processes, our VISION gets a bit cloudy, we make a few hiring mis-steps, or we fail to communicate effectively.  It can be one or several of these or other related factors.  Sometimes it occurs when we hit $1MM in sales or the $3MM or… Read more »

Are You Taking The Right Risks?

Posted

Professional golfers often take risks – but the risks are educated risks based on the golfer’s intimate understanding of their own strengths and weaknesses. Rarely will you see a top golfer take a shot that doesn’t lie within their ability. Professional salespeople can benefit from taking similar calculated risks, but only if they understand their… Read more »

3 Keys to Building and Harnessing the Power of Confidence

Posted

In sales, confidence plays a key role. Like professional athletes, salespeople need confidence in order to execute their carefully-constructed plans – especially when the pressure is high. Confidence must be carefully balanced. Too much, and a sales professional risks missing important information; too little, and they risk missing a key opportunity. Here are three ways… Read more »

Putting “Positive” Thoughts Into Sales

Posted

Sales professionals know their job entails more than just a good mood and an optimistic outlook. Sales success also demands hard work. The hard work begins with understanding the target and the criteria for success. Successful salespeople have a clear goal in mind. They visualize success from the start. When sales professionals flounder, the problem… Read more »