Great managers lead by example. They start off each day by making sure everybody is ready to do business. They start with a daily meeting making sure that they have a positive attitude, set and focus on goals, and make…
Be a true leader and use these 13 rules to ensure your business not only survives, but thrives, in any economy! Adversity is just a road to success - you have to learn from your mistakes and adjust your management…
During business hours, unplug the automated answering system. Answer phones the old-fashioned way. Consumer frustration with automated telephone systems, call screening, and poor telephone skills are at an all-time high. So high, in fact, that there are web sites that…
Just like salespeople create a daily action plan for sales, salespeople should plan to prospect. Set the goal – what outcome is desired from prospecting? Be sure the goal is “SMART” – Specific, Measurable, Attainable, Realistic, and Time-based. There is…
Let’s talk about basics. Everybody is always looking for the secret ingredient that magically turns opportunities to clients. Some are seduced by technology – Blackberries, Facebook or even Twitter. Others become seminar junkies looking for the latest get rich quick…
When everything is rosy, sales should be booming and the showrooms should be busy. So, it might seem odd to say that NOW is the time to look for new opportunities. The truth is, however, that salespeople should always be…
The Question Every Sales Leaders Must Asnwer Do your people understand what they are accountable for? Most people will answer, “yes,” yet most of the time people make mistakes or fail to meet expectations because of a lack of understanding.…
With a positive attitude, you can accomplish almost anything. Positive breeds positive and negative breeds negative. How does management motivate every salesperson to view each connection as an opportunity to make a sale? Salespeople should view each prospect as someone…
To make a difference in performance, businesses must look at the daily traffic count. These numbers, the right numbers, enable changes to be made and problems to be addressed in real time. The traffic count is a powerful, up-to-date tool…
Tips on how to provide excellent customer service: treat every customer like a guest in your home, never grow complacent, look through your customers' eyes and continually look for ways to improve. French novelist Marcel Proust said, “The real voyage…
To attract top notch sales professionals, businesses must start with the basics, think about what keeps good employees on staff, and cover all the bases. Only then can they start developing all-around sales professionals, and ultimately build recruiting programs that…
Motivation and incentives are powerful tools that can improve performance and add to the bottom line when used effectively. They can be just as powerful in re-enforcing negative attitudes if improperly applied. To create a positive attitude that encourages sales…
