Resilience The Sales Game can be one of the toughest occupations to be in if you are not resilient. “Stuff” happens almost every day. The question always is – How will you react and manage the “stuff”. The sales game is an emotional roller coaster. It can careen you around on a minute by minute …
Caring about your Business The statistics I read say that between 64 – 68% of sales people are not happy or satisfied at their work. That is not a positive focus. One of the issues I see when I am around sales organizations is that either leadership or the sales people don’t care for their …
Consistency The longer I am in the Sales Game, the more I appreciate that I must be consistent in what I do to create my success. I also appreciate that I need to stop the consistency that does not support my success! It is the simple things many times that maintain that success. Getting up …
I talk about metrics and numbers regularly with sales leaders and sales teams. As we get more and more analytics and data management in organizations, I am finding that many sales people and sales leaders are getting caught up in either being paralyzed with all the data or are getting lost in the minutia of …
It is September and the kids are all heading back to school. One of my old bosses who has been retired for many years is heading back to University for a law degree (It is his second degree since retiring). In my travels working with sales teams it is always interesting to me the number …
There is a lot of “stuff” going on in the world this summer. If you took all that “stuff” seriously you would become anxious and agitated – and many people are. I have come to learn that it is important on a regular basis to take stock of what is going on in your personal …
When was the last time you took some time to just THINK? I mean taking time to reflect, contemplate and “noodle” issues and ideas you have. Some people go for a walk, some sit quietly and others will stand at a window and look out to the distance. Whatever allows you to slow down and …
I have noticed in the past year that a lot of people I speak with in corporate jobs are not having a lot of fun. Too many pressures and endless deadlines. Too many hours or wasted time on what appear to be useless activities. I have also noticed that there are those in the corporate …
When you are going on a sales call, when you are making a phone call, when you are sending an e-mail – I always ask sales people: Why are you going on that sales call? Why are you phoning? Why are you sending that e-mail? You need to be very clear on what it is …
The sales game today is played much differently than it has been in the past. One of the big changes is the technology and how it affects your business. One of the questions I ask sales people is – How does a prospect find you online and when they do find you what do they …
