The “Good” People You’re Looking For Could Be Right Under Your Nose

by Dave Anderson The quest to find “good people” has become a proverb. We complain there’s a shortage of “good people” and that the people we have just aren’t cutting it. But more often than we want to admit, the good people we seek are right under our nose. Here are a few questions to help you detect the hidden gold currently on your payroll. Do you have your people lined up with the right job? Often times, poor performers are good people cast in the wrong role. Not everyone has potential for every job. If...

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Seven Steps to Success

by Dirk Zeller Success is an elusive concept to many people. It has as many different definitions as there are people on earth. To truly achieve success you have to create your own vision of exactly what it is you want and desire. Too often you buy into someone else’s success plan. You look at someone who has the outward appearance of success, but the truth is you never know the real facts. You see the money, power, big house, fancy car, etc., without looking at the path he traveled. You do not look at the other areas of that...

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Goal Setting Basics

by Michael Hargrove     Tweet Grandpa Hargrove once told me, “Michael, life is a magnificent play. We can either be the star or just a bit player. But me…I’d rather be the playwright!” And that’s just what goal setting allows us to do. It enables us to create our life instead of letting life be something that just happens to us. Here’s the basic “how to’s” of goal setting: Goals must be clear & concise, be written down and have deadlines. If it’s not clear & concise, written...

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Making Sales Meetings Work

by Rick Phillips For decades, the sales meeting has been used as the critical link between the company and the sales team. The sales meeting traditionally has been used to update sales staff on product knowledge, selling skills, sales goals, marketing direction, administrative and service needs, etc. It should also be used as an opportunity to encourage, reward and inspire. Let’s face it. The front-line salesperson takes enough of a beating from competitors and the occasional unhappy customer. He or she should be able to look forward to...

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Your Fairy Godmother Ain’t Coming

by Rick Phillips “Let’s see how this works,” said the consultant. “In the last five years, your marketplace has been in complete gyration, undergoing an unprecedented transformation. Your customers have dramatically changed, the way they buy has completely changed, and half the people you are calling on are new. They are asking for more and they are much more sophisticated. They are also negotiating harder, demanding more of your people’s time, expecting to pay less and taking longer to send what they do pay....

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Preventing Slumps And Maintaining High Productivity

by Pam Lontos How To Re-motivate a Burned-Out Employee: Something awful can happen if you are out of touch with your fired-up, productive employees. They may burn out. Your low-performance employees don’t put enough stress on themselves to burn out. In order to burn out, a person needs to have been on fire at one time. Low-performers may be de-motivated, lazy or bored, but they are not burned out. A new goal or push from management sometimes can quickly get them back on track and producing. The burned-out employee is beyond that. She is...

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Lead Your Sales Staff To Great Heights

by Pam Lontos What went wrong? Robert was the top salesperson. It only made sense that he would be the best choice for sales manager. However, when he assumed his management duties, morale and sales took a dive. Robert could sell. Selling is an egocentric job. He loved the praise he received and being number No. 1. But, as a manager, he missed the attention he got as top salesperson. He didn’t know how to focus his attention on others and let them take the credit. Sally worked as a manager at a broadcast engineering company. All the...

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How To Hire A Top Biller

by Pam Lontos As a top salesperson, why does Mary have at least four times more customers than any other salesperson? As a woman executive, how do you find top-billers like Mary, who will make you and your company a lot of money? Follow these techniques: Run an ad in the newspaper that scares away non-assertive people and attracts those who want to make money. Don’t rely on resumes. The person who cannot sell may write a beautiful sounding resume. A good salesperson usually sells herself so well that she can get the job without a...

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How To Be A Top Producing Manager

by Pam Lontos One of the most important aspects of becoming a top-producing sales manager is getting your priorities straight. Evaluate your company’s present situation; is sales working up to its potential? If not, you may need to re-organize. Knowing how to establishing a good working relationship with your sales force and clients may mean the difference between accomplishment and failure. Here are 16 tips to help get you started on the path to success: 1. Increase accountability Review performance against goals more often. Managers...

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Profile Of The Perfect Salesperson

by Bruce R. Wares Every sales manager’s dream: The Perfect Salesperson. High personal sales production. Eager to fill out call reports and expense reports. Excited about company sales quotas. Tactful, polite, and well- behaved at office parties. Seldom drinks; never embarrasses anyone. Never cheats on spouse. Rarely questions sales manager. Always the most cooperative person at company meetings. Excellent rapport with existing clients. Eager to cold call for new business. Dresses and grooms professionally at all times. Always brings in...

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