Frankness is Your Friend

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I have a partner in my business. I met Rod shortly after I started my consulting firm. I was teaching a class on Presenting Your Solution and Negotiating the Close. Fast forward to a couple years later and Rod had expressed an interest in working with me. I needed the help and enjoyed his company so I figured why not?

As with any business, as our company grew we had some style and communications challenges to ...

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Make Your Internal Clients Your Biggest Fans!

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Here is a common question I hear in the market: “How do I make sure that my sales producers are bringing on good business?” This is an incredibly important question to answer. The key is to bring on the right type of business and collaborate internally. How often do you hear about the great divide between the Sales organization and the Service/Operations organization in a business? Far too often, if you ask me.

The Service Team’s ...

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Transforming Your Circumstances

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Have you ever heard the expression, “Make lemonade?” I have to say that as a group, the Sales Professionals of the world are a pretty sour bunch. They like to complain. They will complain about having to report their activity. They will complain about having to do the activity they have to report on. They will complain that they need more resources. They complain about not getting enough leads. They complain their compensation plan is ...

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How Do I Hire Right?

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“How do I hire the right person for my Sales position?”

I hear this from clients, I hear this at networking events, and I hear this from every business owner I run into.  Sales Professionals are incredibly important hires because of the impact they have on a business, positive or negative.  You need to do everything in your power to hire right, because if you have an unhappy salesperson, you have unhappy results.

The downfall, it’s pretty ...

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How to Get More Autonomy as a Sales Professional

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The idea of Freedom is one most people share.  We love the idea of it.  Whether it be coming or going whenever we please without worrying, or being able to eat what we want, when we want.

Often when I’m doing sales and business development consulting for companies, I hear the sales professionals saying, “I don’t have enough autonomy, I need to be able to run free.”  Before we hang you for once again being an ...

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