Sales Systems and Processes Is it really possible to build a truly World Class Sales Team? In this 4 part series we will answer that question and define what it takes to build a World Class Sales Team! Sales Leadership – Part I Sales Systems and Processes – Part II Sales Management – Part III…
Is it really possible to build a truly World Class Sales Team? In this 4 part series we will answer that question and define what it takes to build a World Class Sales Team! Sales Leadership – Part I Sales Systems and Processes – Part II Sales Management – Part III Sales Staff –…
But First, Lemme Take a Selfie! I sat at the restaurant for dinner last night at a beautiful resort hotel and watched a Millennial take about 50 selfies. During sunset my wife wanted to take our selfie to post on her Facebook page. I’ll admit it was a beautiful sunset and picture worthy. But wow…
Breaking down the Millennial Myth We’ve all heard it and many of us have said it: “Millennials are lazy. Millennials are entitled. Millennials are minimalists. Millennials are selfish. Millennials don’t’ know how to deal with disappointment. Millennials are not motivated by money. Millennials can’t communicate unless they have a smart phone keypad.” And the list…
How Sales Teams Fall Short of the Target The amatuer marksman shoots at the bulls-eye and then adjusts the reticles on the scope, shoots again, then adjust again. Shoots again, adjust again. Shoots again, then adjust. But he never gets the bulls-eye. This is called chasing the bulls-eye. A professional marksman shoots, shoots, then shoots again…
Relationships are not the key to Sales Success! For those of you who love statistics, you will love this article as it is based on empirical statistical data. For those of you who think relationships are the differentiating factor for sales success, you will be awakened. As most of you know I have been a…
Walking on my regular three-mile route over the bridge and back today, I noticed the hedges around the gas meter finally got removed. They have become so overgrown passing on the sidewalk was not possible. This got me thinking about sales. I know, what in the world about thick bushes makes anyone think…
Goals … the Employee / Employer Relationship Story Time. It was 1989, I was EVP of a large full service Landscape company with 5 offices, 125 employees making up 25 crews and we serviced 92 apartment complexes, 112 office complexes with three divisions, Lawn maintenance, Landscape design and installation,…
Goals… the Secret Sauce to accomplishing them In Goals Blog II of this series we introduced the Reticular Activatior. I hate big words but that one is fun to say. Certainly that is one of the ingredients in the secret sauce. But that’s not the only one. In this blog we’ll expand on Reticular Activatior,…
Goals Part II SMART Goals… a new twist on tradition It is generally accepted that the SMART acronym was first written down in November 1981 in Spokane, Washington. George T. Doran, a consultant and former Director of Corporate Planning for Washington Water Power Company published a paper titled “There’s a S.M.A.R.T. Way to…
