Character and Productivity
Outside I can hear the sound of cars rushing by on the busy streets. Cars and trucks move to meet transportation needs in business or to move families toward vacation destinations.
Professional sales reps go from one appointment to another with one eye on the clock and another on the right level of those activities that make a difference. ...Keep Reading
What do great salespeople do with their selling time in a week? Smart activity. They realize that activity leads to results, and smart activity leads to greatness.
Does that mean that some salespeople miss what’s smart? Yes. I see many salespeople who work hard but not smart - some even like Willy Loman in Death of a Salesman by Arthur...Keep Reading
I love salespeople - especially those who have to make a sale every day, week, or month - the faster the better. And, I want to stop as many of them as possible from becoming like Willy Loman in Death of a Salesman.
Years ago, my grandfather told me that people who keep their lines in the water longer than others catch more fish. That was...Keep Reading
Years ago, Michael Gerber helped entrepreneur’s discover the world of processes and the franchise prototype through his book, The E-Myth. He explained, “Once having completed his Prototype, the franchisor turned to the franchisee and says, “Let me show you how it works.” And, work it does. The system runs the business, the people run the...Keep Reading
Sales productivity is impacted by the level of character that we exercise on a daily basis.
Every human alive will agree there is a standard of behavior. We all have a sense of right and wrong behavior. And, we all impose a greater standard of behavior on other people than we are willing to adhere to. This standard of behavior is what we...Keep Reading
Long-term sales productivity is in direct correlation to our concern for others. Aristotle said, "We are born selfish. The only reason a baby doesn't strangle its mother for its milk is because its arms are too short and too uncoordinated. For a mother’s protection, slow growth and training in patience should coincide."
I prefer Zig...
Changing your sales performance right now begins with accepting personal responsibility for taking the first step.
During one of my first jobs as a teenager, I faced some challenges while working for a small family owned business. Many times in family owned businesses there are too many leaders and too few followers.
I was frustrated...Keep Reading
Given similar territories, the same product, and the same training, any group of salespeople will contain individuals with varing degrees of sales productivity. Why is there such wide differences in sales results among seemingly talented salespeople?
Performance levels in sports, academics, sales, or whatever is highly dependent on...