All Entries in the "Featured" Category
Best Strategy for Exceeding Quarterly Goals
One of my directors used to say, “You can have a bad day, but don’t ever have two in a row. You might have a bad week but don’t repeat it the next week. If you have a bad month always bounce back the following month. Through it all, there is one thing you must always do. Make sure you always hit your goals for the quarter.”
Most people find themselves scrambling at the end of each quarter to achieve quota. I have a great strategy for exceeding your quarterly goals. Perfect it, and you’ll beat your goals quarter after quarter… year after year!
Why the Next 60 Days Are Critical
Why are the next 60 days so critical? There are very few times during the year that are as important as September, October, and early November.
The next 60 days will determine your success for the next 6 months!
Driving Unbeatable Sales Numbers!
Someone recently ask me, “What are the critical things they should do to drive more sales for their business?”
I was pretty busy at the time, so I responded with six quick bullet points. Today, I decided to provide all of my readers with an expanded, more detailed version. Actually, it’s a specific breakdown of how I personally try to build my sales week!
Does Your Manager Owe You An Apology?
I’ve worked for bosses who hold polar opposite views on the issue of whether or not a manager should apologize. One believes that a manager should never apologize to their employees. The other makes it a practice to apologize regularly for wrongdoings. During the last few months, I’ve begun to solidify my views on the subject. Before I share my opinion…
What do you think… should leaders/managers apologize?
Is Meets Expectations Good Enough?
Reader Q & A:
I’ve known a lot of sales managers who frown upon “meets expectations” performers.
What do you think? Is “meets expectations” good enough?
I look forward to reading your thoughts on this one… I’ll share my opinion on the next post!
13 Ways to Make Your Boss Love You!
The best relationship you can build at work is with your boss. Most people come to work and focus their attention on building relationships with their co-workers and with their clients, but they don’t even think about building a strong working relationship with their manager. The irony is… interactions with your boss can make or break the emotional outcome of your entire day. You can walk into just about any office and in a very short time; you can tell… that’s the “golden child”. Everybody wants to be a part of that club. Here are 13 ways to earn your way into “the circle”…
Selling on Price
I often notice managers and executives frown upon sales people who sell solely on price. The sales rep gets into a situation where the prospect’s entire decision making process hinges on the cost.
Managers and trainers often look for ways to steer the sales person away from a price driven sale and try to teach a “value” based approach. So I have two questions for everyone this week…
8 Tips for Overwhelming Your Negativity
Earlier in the week I promised to share an “old school” tactic that I use to overcome negative thoughts and emotions. I’ll start by admitting there is one main thing that affects my attitude. I expect to produce massive results and make a lot of money. At points where I am not producing these giant results, I find myself fighting negative frustrations and emotions. So what is this old school technique? Once I get past the venting stage, I launch a full scale attack and overwhelm “the enemy” with…
Overcoming a Negative Attitude
I’ve been thinking a lot about how the economy… summer time… and various other challenges have been affecting sales people and their attitude lately. It seems like decision makers are either already on vacation, or they are overwhelmed with completing projects just before going on vacation. Then there are those who are just plain dragging their feet or waiting until year end to make a decision. It can be pretty frustrating to think you have a lot in the pipeline and then have very few deals closing… and in my experience, the minute results begin to suffer, attitudes follow suit.
It’s Nothing Personal, It’s Just Business
If you walk into a room of hard core sales hunters and say, “It’s all about relationships,” your audience would likely cringe. Not necessarily because they don’t like the idea, but because they can’t relate to the concept. On the other hand, if you were to make the same statement in a room filled with account managers and business owners, you’d likely get a lot of head nodding and agreement. I believe that “generally speaking” the relationship begins after the sale, not before.
