Process or Talent? Which do you take?

That’s an easy one.  Process always trumps talent.

Before you get upset and start defending how talented your staff is and that you couldn’t generate the numbers that you do without them, imagine how much more productive they would be if you gave them leads that close at four times the normal rate?  Or if you have sales events for them to use that routinely lead to $100,000 days?

I’m not going to completely define what process should be in place, but I will say that as a sales manager, process always trumps talent. Here is why.

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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…)

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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