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:
I have been a golfer for over 30 years, taking up the game for my customers who loved the game. After my initial embarassment playing at our regional golf outings, I have come to understand and have fallen in love with the game. To me there is no better elixir than to walk up the dew laden fairway on a summer morning, listening to the birds singing and seeing the sun burst through and then over the tree line. It is here that I reconnect with all that I cherish.
I am passionate about both golf and sales and have endeavored to reflect on the connecton between the two.. The result… “Keep it in the Fairway, “ 18 principles to improve your sales handicap: a short book highlighting 18 lessons in golf and sales.
Walk the fairway with me and gain key insights in ways to improve your sales results.
Enjoy the Walk… It is an honorable game
Get the Book here
Employers and employees alike have used personality assessments for years. Employers like these assessments because they help gauge how employees fit within a team or department; employees like them because they both affirm strengths and suggest ways to improve upon weaknesses. Although dozens of personality assessments exist, not all assessments are created equal. For salespeople,… Read more »
“The Drought…” Buffalo fans had lived with the playoff drought for 18 years! I will spare the details, but as many lifelong Bills fans will attest, it has been a disappointment and embarrassment as we employed nine head coaches over that time to rescue a listless franchise. We threw millions of dollars at premiere players,… Read more »
How many of your sales people are actually paying for themselves? Interested in Knowing? Calculate the Break even point for your sale people: A) Compute total compensation (Salary,+ commission payout) Now add all of your benefits to the total comp above (assume 30%) B) Multiply that rep’s annual sales number by your average Net profit… Read more »
Each Year at this time, I reflect on that for which I am thankful. Each year as sales people, it is appropriate to step back from our whirlwind days, to reflect and be thankful for the wonders in our lives. You may have seen this prayer before, but I believe it requires repeating… “A Salesperson’s… Read more »
… Famous last words of a FORMER top sales executive… Top performing sales organizations have a robust process in place to Find, Obtain, Develop and Retain top flight sales performers. They do several things very well, and have adopted systems and metrics to measure and improve all aspects of the sales and marketing processes. The best… Read more »
A recent review of sales training effectiveness concluded: 55% of salespeople lack basic sales skills. Every dollar invested in sales training returned $29 in incremental revenues. 55% of sales reps don’t have effective communications skills. The best sales training will improve the performance of an individual on average by 20%. A world class sales bench… Read more »
How many of your sales people are meeting their Quota? Why is it that some excel while others falter? In the years I have been training and developing sales teams I have tried to identify the key attributes that great sales people share. Sales people are an extremely challenging interview as they are trained to… Read more »
BARQAR and Hahn Training are pleased to announce a strategic partnership aimed at helping businesses better align their sales and marketing strategies. The new partnership will provide businesses with expert sales coaching and management strategies coupled with a data-driven marketing strategy to drive sales efficiency and revenue. “After working closely with BARQAR on our new… Read more »
Has your sales enterprise defined a systematic sales process? Your process should include definitions and nomenclature at each sales stage. A sales system identifies in very clear terms the specific steps of the sales process; from initial contact through qualification to close and beyond. Do not assume your sales people have the same systematic selling… Read more »
Over 25 years of working with sales organizations of all sizes, I have discovered the SEVEN best practices sales leaders consistently do better than their counterparts: These are the 7 critical characteristics that top sales leaders share: ~They are rigorous in their Hiring decisions: Realizing the incredible cost of a poor hire and the incredible… Read more »