Cold Calling: The Magic Wand for Struggling Sales Reps

Cold Calling is outdated. You’ve heard the phrase “work smarter not harder” right? But for some reason, sales leaders preach the quantity over the quality approach when numbers aren’t trending in their favor.

For years, Cold Calling has been the measuring stick for sales activity and consequently the birth of the sales cliché “Activity drives results!” No it doesn’t. The right activity drives results!

If sales professionals were not hitting their numbers the solution was COLD CALLING. So what’s cold calling? Let’s look further: (more…)

We’re Hiring! Word of Advice for Job Seekers

Yes, companies are hiring. America has over 5 million job openings. Unemployment rate drops to the lowest in 10 years. The good news right now is that job seekers have options. Whether you’re looking to further your career or you’re simply exploring other opportunities, choose a company wisely. There are companies out there that always seem to be hiring.

If you end up employed with one of these companies, it could make your work life miserable. It can be hard to identify an “always hiring” company. A little investigation in the beginning will help you in the long run.

Right now, you as a job seeker are in the driver’s seat. Be true to yourself. Be confident in your skill set. Value what your experience brings to an organization. So here are some words of advice for job seekers.

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Sales Is About People

Do you want to see real growth in your sales organization? Here’s a simple tip: Start treating your sales professionals as people.

What does that mean? Right now, there’s too much emphasis on the company instead of focusing on people. Company culture begins at the recruiting/interviewing process. Treat a candidate as a human being during the recruiting process. If a sales professional is under performing, eliminate the “Coach ‘em up or coach ‘em out” mentality. If you take care of your sales team, they will in return take care of your customers—improving customer retention.

A culture shift has to happen. (more…)

We Have Always Done It This Way

These 7 words kill GROWTH. You’ve probably heard someone say this at some point in your career. Hearing these words makes me cringe like the sound of a fork scraping on plate. Unfortunately, many companies embrace this philosophy. Companies may not come right out and say these words, but they say it in different ways. I call this the “Fishbowl Syndrome.”

A goldfish will only grow to the size of its environment, right? No. That’s a MYTH. Here’s what really happens. (more…)

Focus on Strengths Not Weaknesses

You hired them for their strengths. Why focus on their weaknesses? Sales leaders, CEO’s, Management: Wouldn’t you rather focus on one’s strengths and increase the activities/behaviors that yield positive results? Unfortunately, most companies still focus on a sales professional’s weakness during reviews or “coaching” opportunities.

The first warning flag surfaces during the interview process: “Tell me, what’s your weakness?” Personally, I think it’s a lazy question without too much thought. C’mon, who’s going to admit their weakness while trying to sell themselves to an organization?

So how do we address what sales people should work on if we don’t focus on their weaknesses? Let’s discuss: (more…)

Performance Improvement Plan

Are You a Leader or a Manager?

When it comes to working with people, are you a leader or a manager? First of all not everyone who is a manager is a leader and not all leaders are managers; however, your team will know if you’re a leader or a manager. The most important question is do you know who you are? Take the quiz to find out.

Although there are pros and cons with both, I will save my insight until the end. Hiring a “leader” or a “manager” must fit within your company culture and vision.

Consider the following traits: tells, meets expectations, sets the direction, has objectivestakes risks, instructs employees. Leader or Manager?

Let’s check out this infographic that clearly outlines the traits and separates the two: (more…)

An Open Letter to CEO’s and Sales Leaders

Theo Epstein did it again. In 2004, he ended the “Curse of the Bambino” and now with the Cubs winning the World Series, he just ended the longest drought in professional sports (in fact 108 years). Just how did he do it? Listen to what Cubs owner Tom Ricketts said about Theo: “He made sure I knew right away it wasn’t about one person. It was about the organization. We talked about how you treat people and the right people will create success. It takes time. It won’t come overnight. He’s honest with everybody everywhere he goes.” It’s all about the organization and people. Can you imagine the Red Sox or Cubs parting ways with Theo after 1 year or even 3 years of hiring him? So, here is some sales leader advice that will help any organization become successful: (more…)

will or skill

For Sales Performance, Does it Really Boil Down to Will or Skill?

I was compelled to write this after seeing “These Require Zero Talent” picture being shared numerous times on Facebook and LinkedIn. Once you overlook the guy on a computer at the gym, there is a good message here. But if these traits require zero talent, what drives these traits?

When talking about sales performance, you’ve probably heard the saying “Will or Skill.” I’ve heard it time and time again, and at one point in my career, I adopted this principle. Although there is some truth to this, I believe it comes down to something more. Let me explain.

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