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Character and Productivity

Sales Measurements - Monitor the Sales Activities That Really Make a Difference!

Lance Cooper by .(JavaScript must be enabled to view this email address) | on January 24, 2014 | about Character and Productivity, Coaching Others, Tracking Sales | 50 Comments
Sales Measurements - Monitor the Sales Activities That Really Make a Difference!

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. ...

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3 Ways to Get Off Track Managing Sales Activities and Goal Achievement

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 29, 2012 | about Character and Productivity, Planning Goal Achievement, Finding Leads, Prospecting, First Appointments | 32 Comments
3 Ways to Get Off Track Managing Sales Activities and Goal Achievement

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...

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7 Reasons Salespeople Forget to Measure the Key Sales Activities Leading to Goal Achievement

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 31, 2012 | about Character and Productivity, Inspiration/Attitudes | 53 Comments
7 Reasons Salespeople Forget to Measure the Key Sales Activities Leading to  Goal Achievement

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...

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Sell More - Get Time Smart: Learn the Simple Sales Process of High-Activity Sales Professionals

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 14, 2012 | about Character and Productivity | 52 Comments
Sell More - Get Time Smart: Learn the Simple Sales Process of High-Activity Sales Professionals

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...

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Four Character Traits that Impact Sales Productivity

Steve Suggs by .(JavaScript must be enabled to view this email address) | on January 09, 2012 | about Character and Productivity | 32 Comments
Four Character Traits that Impact Sales Productivity

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...

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Sales Productivity Improves When We Show a Concern for Others

Steve Suggs by .(JavaScript must be enabled to view this email address) | on November 14, 2011 | about Character and Productivity | 26 Comments
Sales Productivity Improves When We Show a Concern for Others

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...

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Sales Productivity Improves When We Accept Responsibility for the Outcome of Our Actions

Steve Suggs by .(JavaScript must be enabled to view this email address) | on November 09, 2011 | about Character and Productivity | 24 Comments
Sales Productivity Improves When We Accept Responsibility for the Outcome of Our Actions

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...

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Sales Productivity and Hard Work Ethic

Steve Suggs by .(JavaScript must be enabled to view this email address) | on October 31, 2011 | about Character and Productivity | 75 Comments
Sales Productivity and Hard Work Ethic

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...

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