Why Understanding Behavioral Tendencies are the Keys to Sales Performance

What's in Your Head? Does each person on your sales team think and act the same? Most of us in sales believe in hard work, ethical treatment and act professionally. But do our unique personalities have an effect on our individual, team or client outcomes when we execute our selling process?  It's worth considering when looking into sales performance improvement. Without getting too complicated, Extended DISC identifies four distinct personalities that [...]

Ten Sales Motivational Quotes (To Pick Up Your Spirits)

Most of us possess an internal dialogue. Some of these internal “conversations” can be nurturing or critical. Those with positive messages have an upbeat attitude, have an optimistic outlook and stay motivated while selling. Others, unfortunately, hear negative  “you-are-no-good” messages. No matter which group we find ourselves in, we all could all use a little positive sales motivation. After all, as a professional salesperson, we did pick a profession [...]

Avoid High Costs of Your Hiring Mistakes

Here are three recent hiring conversations and interactions I had with business CEOs to reduce the high cost of bad hires. Three separate companies in three different industries but all three use the same failed hiring process. Place the ad, interview 3-5 candidates, find commonality with one and offer the position. As I mentioned in an earlier blog called, Bad Hires and Recruiting Challenges, this process will cost you money. [...]

Post Hire: Six Strategies to Meet & Exceed Your Sales Quota

Tips You Can Use Today So you have been handed your sales quota by your manager, and it is 45% more than you think you can do. You are worried. How will you achieve these numbers? Well, you have some options. You can go back to your sales manager and complain. For most of us that won’t work. Do you think he/she will change the numbers for you? Nope! [...]

Selling Skills and Willy Loman

The Death of (Today's) Salesman Some of you will recognize Arthur Miller’s 1940s fictional character in “Death of a Salesman” a book some of us had to read in high school. Not familiar? The subject matter is about a lonely traveling salesman who became less and less successful. We are empathetic for Willy. He knew he was failing but didn’t keep up with the times. He took no skill improvement classes, [...]

Sales Hack: Achieve Sales Success In Three Paragraphs

When I was in my teens and early twenties, I was devoted to martial arts. I lived and breathed Tae-kwon-do, Gracie Grappling, and Wing Chun. I remember my brother asking me to distil all my knowledge into my two or three favorite defensive and offensive moves. What does my brothers request have to do with this sales hack of exceeding your sales goals? Check out my three simple sales success tips [...]