Motivated Employees Achieve Targets Many people are living in fear during these uncertain times. They listen to all the negative media around them and become a product of the environment. In addition, the core of their internal self talk is brimming with negativity and overflows with tremendous fear. These individuals possess little or no motivation. […]

Is There Such A Thing As A Professional Salesperson?: I want to be professional”. I’d have a decent sized pot of cash if I’d received a pound for every time a salesperson has said this to me. “I want to be professional”. What do they mean by this? Is there such a thing as a […]

Every so often, a person comes along who changes their field of study in a major way. Louis Pasteur changed the world of medicine with his introduction of the germ theory. Thomas Edison changed our world through the use of electricity. Albert Einstein changed modern physics. Steve Jobs changed the world of computing. And Paul […]

Should You Hire Them? Who would you rather hire for your inside sales team – an experienced rep with experience selling different products or services across several companies, or someone new to sales, say a college graduate, or how about a waiter or bar tender or someone one else new to sales? The proper answer […]

The cost of not knowing your customers’ preferences Have you ever asked a client a question that can be answered in a sentence or two and they’re still talking 10 minutes later? Or maybe asked for more detail on a sales issue and been given a one line answer? Are you the person that is […]

How To Use Performance Appraisals To Build Staff Success: The annual performance appraisal is an opportunity to enhance employee performance and create greater success for the company and the individual. My intent is to explore how coaching skills can be used in creating a good performance appraisal experience for both the employee and the supervisor […]

Strategic plans only help organizations when they are kept active and implemented. The strategic plan defines the business direction. That direction is based on the future, the vision of the company. Before an effective strategic plan can be developed a clear and compelling vision is needed. Visions are optimistic, the ideal picture of the future. […]

Nurture Helpful Relationships Early into one of my sales positions, my boss informed me that the operations manager was upset with me. I was too focused and task-oriented in my dealing with the company’s internal personnel who made things happen in the business. I’d come into the office, drop projects and requests on everyone’s desk, […]

Strategic planning and strategic leadership styles vary just as the employees and owners of companies involved in the planning process differ. Visit local bookstores or check on line to see hundreds of books claiming to have the secrets to a successful business and easy strategic planning. Technology and the Internet has forced companies to make […]

How To Keep Your Sales Team Motivated: Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut – and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without […]