Planning Goal Achievement
When you sell, you operate the sales engine of a business that has control and output rules – systematic rules. You can create. You can innovate. You can still love what you do. You can still show passion toward your products and services, but you know to follow the rules.
However, if you do not follow rules within an activity...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
What if someone didn’t tell you what was par on every hole of a golf course and just sent you out to play a round? What if there were no yardage markers in the fairways? How would that affect your ability to score well? You would eventually get the ball in the hole and then find out your score. But, throughout the round, you wouldn’t be able...Keep Reading
Over the last six months, I learned a very important lesson about procrastination. Since May of 2010, I have been writing a book. I could easily fill another book with the lessons that I learned about procrastination. The book went to print yesterday, only two days past the target date. The target launch date is March 13, 2010. This target...Keep Reading
A sluggard or pure analytic doesn’t work fast. This person moves slowly. It could be the brain or genetics, or a highly-detailed personality. Or, it could be a character issue like laziness. Whatever the reason, some people don’t cram a lot of activity, especially social connectivity and face-to-face activity, into each day or week.
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
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
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...
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.
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