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…)

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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…)

Time to Self Motivate, Double Down Effort, and Work Smart

Ever find yourself in a sales rut?  You’ve been cruising along putting up numbers but then suddenly your pipeline is empty.

Often times it is the successful salespeople who get stuck in neutral first.  They believe that they can kick it into high gear later on, but a majority of the time this simply backfires and they suddenly find themselves in the middle of the pack.  This is how a top salesperson turns into a mediocre one…they put themselves in neutral and they don’t take advantage of every opportunity. (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…)

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