October 11, 2011 | about Inspiration/Attitudes
I can remember the feeling of toiling since the age of five, when my mom made me pitch in and do my share of the work. From the simple tasks of picking up my room to being responsible for businesses and employees, work has always been toiling. It is always a balance of joy and stress.
In my forty-five years of creative efforts to find more...Keep Reading
As you begin your week, if you are not hitting your sales targets, ask yourself these two questions as you are completing tasks: "Why am I spending time on this task, at this particular time?" and "Is this the most important thing I can be doing right now to help me hit my activitiy targets?" If you find yourself redirecting your focus many...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
I recently built a brick walkway. Since I only had two days over the weekend to get it finished, a very detailed plan was necessary. The plan was simple, but complete. It included materials and a time schedule. Knowing my physical limitations and time constraints, I focused on this schedule. Dimensions of walkway: 3 feet wide, 10 feet long,...Keep Reading
The most common question I get from B2B salespeople is, “Where can I find more leads?” The most common reaction I get after I give them advice is, “I tried that, it didn’t work for me”.
If finding new sales leads by joining business networking clubs is not working for you, here are some helpful hints.
Finding the right organization,...
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.
Several months were spent during my college senior year evaluating and being evaluated for a sales position with a financial services company. Time was spent with the successful reps in the firm hearing about their mission to help others by protecting families from financial ruin. The tour of the plush offices, a ride in the nice car of the...
In my first sales job, these questions were asked by my mentor every morning at 8 AM. I was told during the job interview if I simply listened to my mentor, and with blind faith followed the system being taught, I would become successful just like many others in the company. They were right.
One of the main ingredients to this system...
August 22, 2011 | about
More money, productivity, higher performance! These get high-activity sales professionals excited. NOT CRMs. Salespeople with closing cycles of ninety (90) days or less hate them.
To understand why, let’s consider their needs ...
It’s the first of the month for high-activity sales professionals. For 28-31 working days,...Keep Reading
What is the difference between dreams and goals? Brian Tracy taught me this lesson almost thirty years ago. However, a recent experience gave me a good reminder.
Several weeks back, I decided to start making speeches around the country at mini sales training events. I began to visualize myself on the platform, speaking and training at...
I just got off the phone with a sales leader who shared that his current salespeople are given the freedom to hit their sales quota any way that best suits them, as long as they hit it. Not sure if the quota was high enough and wondering if his salespeople would be more productive with more personal coaching, he called me.
Today, I was listening to a conference call sales meeting. Someone on the call said something about accountability and how “he needed to be accountable to some important activities leading to results.”
Why? What is accountability? Aren’t we tired of hearing that we need to be accountable? It sounds as though something’s wrong with...Keep Reading
July 29, 2011 | about Inspiration/Attitudes
Hello everyone. We’re the “Productivity Coaches” at SalesActivities.com. In a bunch of ways, we want to be the people who teach you how to be productive at sales. We want our coaching and the information we give here to help you produce a fantastic income. Where you find the focus on doing the right levels of right activities - being...Keep Reading
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
7 Steps to Making $100,000+ Income
In 1983, just out of college, I made $100,000* as a 22 year-old. I simply listened to my manager and disciplined myself to work this goal achievement process. I learned early that it is difficult to know your true potential without setting a goal, establishing target activities, then tracking effort...Keep Reading