Use the ideas or tools of others, certainly refine them to fit your focus. And, rather than delay implementation or spending valuable time re-inventing or tweaking the program - simply execute it! Increasing the velocity of everything you do in…
In every book on sales management, especially those that are focused on recruiting and interviewing salespeople there are always tools, sample questions, salesperson assessments and descriptions on various techniques used during the process. In my book: Your Sales Management Guru’s…
Depending upon the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base. If you are unfamiliar with this concept essentially the client generates a list of all…
In some organizations, there is limited marketing of this nature with an expectation that sales will build relationships that lead to additional business opportunities. The question is, as a sales manager, how should you structure your sales team’s expectations around…
As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. One of the traits leaders must have or develop is a mind that is creative. In many of my…
I have seen hundreds of entrepreneurs attempting to manage their sales teams, first time sales managers thinking they knew the job and organizations under achieving their opportunities and missing their objectives. So what can a first time sales manager to…
You can’t change the way you have lived your life, but you can change the way you live your life. No, I did not deliver a college commencement address, but the idea of what I might say if I had…
What can you do or are doing, even in a small way to improve our world? During the last few months I have been writing about Life Enrichment, which is a descriptor for the general message of my Keynote programs;…
What kinds of programs or activity are you launching in the next 60 -90 days to make sure your summer is busy? I had two client conversations already this week reminding them to ensure they are focused on building their…
Help for the Blind Spots At a recent client meeting we discussed the need to create a Board of Directors. It is a difficult task to find the right individuals and more difficult for an entrepreneur to accept what a…
Planning for the New Year - Are You Set Up? Ken, are you crazy? I have not finished the fourth quarter yet! But as budget planning begins and business strategies begin to be set, it is your responsibility to be…
The Ultimate Sales Strategy During a recent new client strategy meeting and a session where I had a chance to interview their entire sales team I came away with a break through idea regarding their sales efforts. I think it…
