New Year, New Goals

It’s now the end of January and you should have had time to reflect on your achievements from the past year.  If you’re still reflecting, now is the time to stop.  The top producers forget about the past and are always moving forward toward the future.  They are not content with past success or past earnings, they simply know that the revenue must keep coming in for them to earn commissions and eventually get promoted.

My new year’s advice is:  (more…)


Effort or Experience? If You Must Choose, Which One Do You Pick?

The ultimate question for managers.  Most want both, and if you can find a salesperson that does both, do whatever you can to keep that person forever.  However, many times it’s a struggle.  For one reason or another, experience leads to less effort and sales behaviors that have the potential of harming the department.

So I ask the question – How do you handle the experienced salesperson who can put up some numbers but doesn’t exude the principles and effort that you would like in your department?

Here is the rub.  Salespeople believe that as long as they are putting up numbers that everything is okay.  They believe that revenue dominates every other action that may be displayed.  To a certain point, they are correct, however, we all know that other actions are taken into consideration.

This situation can be defined in that age old saying “Risk vs Reward”.  How much do you value this salesperson’s production versus the potential damage that is being done to the department. (more…)

How Good Could You Really Be?

Have you ever looked up at the end of the year, see your numbers and thought you could have done better?  Even if you have had an outstanding year, if that July slump didn’t happen, or if that one big deal would have closed you would have sold and earned more.

The truth is that it’s not that one sale or that one slump caused you not to maximize.  Most likely it was the culmination of several acts that led to your final results.

You most likely hit a period of the year where you changed your behavior for the worse.

Sometimes success is our greatest enemy.  When things are going well we tend to think that our fortunes won’t change.  This causes us to become complacent with our actions, attitude, and strategy.  When this happens, we make ourselves susceptible for a slump, or off sales year.  While this happens to the best of us, there are certainly ways to minimize the risks.

Keep Your Focus:  When things are going well, we should not only keep doing them, but should maximize our efforts.  Ever hear the saying that the best time to make a sale is after a sale?  If you’re on a hot streak do everything possible to keep it going.  Do not change your behavior. (more…)

Create an All-Star Roster

Every person who works in sports tends to loves sports and most think they can be a general manager.  They read the sports pages and talk around the cooler about how lousy of a job the local team’s general manager is doing.

Think further about this.  If you are a hiring manager, aren’t you, in essence doing the same job as a sports general manager?  You are managing a roster of people who have a common task to achieve, right?  Haven’t you made that “can’t miss” hire who interviewed well but didn’t deliver on the (sales) floor?  And if you have a stingy HR department that is over processed, you may as well be working with contracted employees since you can’t move on the bad ones.  Seems like you might be stuck with the roster that you drafted (hired).  You’re doing the same job just in a different function, look at it that way and it’s not so easy to be a general anymore huh?

If you can avoid the Jamarcus Russell picks while assembling a mix of superstars along with some role players, you’ll be set.  Just like any GM would.  There are some tips to help avoid these pitfalls, read below. (more…)

You are a Brand, Control It

I’m sick of hearing salespeople, or just employees for that matter, play the blame game.  They blame their spouse, they blame their leads, they blame their territory, they blame their employer, and so on.  In essence, they hold everyone else accountable except for themselves.  They blame others for their failure or mediocrity.  They let others dictate their brand.

Believe it or not, you are a brand.  Sometimes it’s referred to as a reputation when speaking to a person, but I believe that it’s bigger than that.  I believe that people are a brand that can add value to themselves regardless of the situation.

You build a solid brand by making yourself better, by accomplishing tasks, and by building a reputation as an expert.  You can’t do it by sitting in your cubicle, so get busy with the steps below. (more…)

Change Can Be Good, If Its For The Right Reason

I have hundreds of conversations each week with salespeople about their career path.  It seems as if most are looking at the “greener grass”.  Either in terms of an employer or in position.

Lots of salespeople elect to change positions for the wrong reasons.  Some covet management positions simply so they don’t have to make sales calles.  Others want to look for a “better” employer because they don’t like their current one, or because the new one may sound sexier…they do this without thinking that the new employer might be the same as the old, or that management might not be their best fit.  In essence, they change just because.

The thing is, is that there is truly no such thing as a greener pasteur…only ones that look greener when you’re not actually there.

What really needs to happen is a self-evaluation.  Not in terms of skill set, but what you are looking for in an employer and career.  You need to look for the qualities that you want in an employer and position and base your decision on that.

While I cannot tell you what you should be looking for (you need to determine that), I can tell you what I would look for.  I defined them as the five (5) “E”s. (more…)

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