In my sales management career, I would bet that I’ve seen about 5,000 resumes for sales people. Yet, I still haven’t seen one that shows someone who has achieved 40% of quota. Every single resume shows 100%, 200%, 2,000,000% of goal. Where are all of the people who have had less than stellar sales performances? […]

With today’s level of competition for good jobs your resume has got only one chance to make a great first impression. To be considered for interviews your CV must have that special something that grabs the reader’s attention and motivates them to call you. Here are five strategies for transforming a blah document into a […]

If you are currently in a job search chances are you’ve been asked that question already. Undoubtedly, it is the most feared interview question, but one of the most common. It pays to be ready to answer it. helps to understand that the question is an invitation for you to sell yourself. This is a […]

Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Here are my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number One: Over concern with strategy instead […]

What are your thoughts about your competition? Do you admire them, dislike them, want to work for them someday What positive and negative things have you heard or know about them? And how do you represent them to your customers? These 3 questions are important for many reasons. Know Your Competition Regardless of your personal […]

Secrets to Getting the Sales Job You Want: The compensation plan changed again. The revolving door of company executives spins out of control. You look at the corporate direction and you’d like to give the CEO a compass so he can find his way. Concerned, you’ve decided that today is the day that you will […]

Good time management for salespeople has been an obsession of mine for more than 30 years. In the last decade, I’ve been involved in helping tens of thousands of sales people improve their results through more effective use of their time. Over the years, I’ve seen some regularly occurring patterns develop – tendencies on the […]

I had just finished sharing some of my perceptions about the state of the economy and the challenges facing most salespeople in one of my recent seminars. One of the attendees sitting in the front row anticipated the next portion of the seminar when he said, “Dave, what’s the good news? Where is the silver […]

In a communist country virtually everyone is treated the same. Unfortunately, many sales reps take the same approach and treat all of their customers equally. They spend about the same amount of time with each customer, show them the same products, and make the same recommendations. However, this approach will not help you achieve the […]

Did you ever wonder why so many fail at reaching their goals? The answer is simple, they couldn’t tap in to the most powerful weapon they have in their arsenal: The Why. When beginning your journey towards making change in your life and setting goals, you must not only have a clear direction and plan […]