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
How many sales teams do you see tracking sales and funnel progress during the selling period? How many make sure that they keep first appointments and quotes at appropriate levels? Not many.
I had the following conversation with a sales team I was training recently. The team was behind in sales, revenue, and margin goals year-to-date....Keep Reading
October 02, 2011 | about Coaching Others
What if you walked into a golf clubhouse and payed for 18 holes. You then walked outside, got into your golf cart, and rode to the first tee box, except you couldn’t find the first tee box. Perhaps, with some amount of impatience you re-enter the clubhouse and ask directions to the first tee box. The golf pro slowly turns around and says...Keep Reading
A great leader of particular interest was Alfred the Great, King of Wessex (Southern Britain) 871-899 AD. Through his son and grandson, his throne expanded to rule over the entire island of Britain. He not only drove the Vikings from his homeland, but he understood the needs of the nation and gave all he had to supply the needs.
Over the years countless managers tell me of their struggles to get salespeople to high productivity. Their challenges range from poor participation in sales reporting to long boring sales meetings hated by salespeople. The busyness of running a company makes one-to-one coaching a challenge. If you have struggled with getting all of your...Keep Reading