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”…
Your Sales Team Needs What Your Customers Want
by Mark Allen Roberts
Business leaders and owners are battling through similar challenges these days. My business is down, we are struggling, the economy is killing us. I have our team doing what we did in ’93, but this time it just isn’t working…” Your entire team is watching you and they are wondering… Will I lose my job? Should I work on “plan B” and try to find something else? Do our leaders know what they are doing? Will they be able to take us out of this storm?
Selling Smarter and Leaner
There are reasons why people worry about selling on price.
Shame and Embarrassment – Most sales people are afraid to be labeled as the price focused sales person. Client Retention – If the investment is low… then the client will be just as willing to buy from someone else when presented with an even better deal. Margins, Quotas, Commissions – If we cut the revenue, we have to sell more to achieve our goals. These are all viable concerns, and that’s why the next paragraph is very important…
That’s a Bunch of Sales Talk
I recently had the opportunity to join Joe and Mike on the SalesRoundup Podcast. Checkout the rundown of all the things we talked about during the podcast… then press the play button at the bottom of the post to listen to the show!
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.
10 Leadership Principles for New Managers
1. Power – It isn’t about who has the most authority. It is about who has the most influence. Develop unity among the most persuasive members of your team.
2. Character – Integrity is the strongest foundation when building long-term success.
3. Opportunity – It’s easy for people quit if they can’t see a light at the end of the tunnel. The leader must…
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.
