Unfortunately, most salesmen and women believe that a successful career in sales culminates in sales management, and yet there are of course far less management positions up for grabs than sales positions. As a consequence, salespeople with this attitude concentrate on making sales rather than investing in themselves in order to become Top 5 % […]
The Don Quixote Approach To Opportunity Assessment
Emerging salespeople typically believe that all business is good business and to an extent, I can understand this viewpoint. If you are trying to make a name for yourself, being put under pressure by your sales manager to get “runs on the board” and earn the respect of the more experienced and successful members of […]
What Makes a Successful Sales Team?
An organization’s vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of the organization’s destination. A compelling vision will stretch expectations, aspirations, and performance. Without that powerful, attractive, valuable vision, why bother? A mission statement communicates the essence of […]
Don’t Ever Lose Your Uniqueness
I was recently asked that if I believed that all customers and clients – and presumably prospects – are unique, would I agree that all front-line sales professionals are unique? Both the short answer and the long answer to that question is an unequivocal YES, most certainly they (we) are. This is precisely why I […]