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 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…
Managers should not be buried in paperwork; they should be buried in people work. Those who stay in their office to “manage” the operations lose touch with the reality of their business and more important, with their people, and ultimately…
In the chaos of daily priorities managers often forget their most important responsibility: Developing their people. Overlooking this core leadership imperative sub-optimizes the performance of their team. A manager’s primary job is to develop the abilities of others to perform…
A concentrated and dedicated sales training program can often mean the difference between success and failure. When considering a training program, it is vitally important to include every employee, not only on the skills required for his or her job…
To truly motivate and create a positive attitude, sales contests must be based on the current performance level of every team member and reward for improved performance. Rewarding sales teams with money has long been a motivational tactic used by employers. Whether it's…
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…
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 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…
As a salesperson, how do you define your job? If you believe that your job is to give information and close the deal, then you should ask yourself if you have the ability to change. Why do you sell? Gone…
The goal is to make the follow-up a continuation of the positive purchasing experience. Starting a conversation that gets customers excited about their purchase all over again can lead to a referral to a friend who might be looking to…
Each day every person makes a choice about how they intend to approach their day. They can get up and embrace the day positively or grumble about the awful day ahead. In either case, their attitude becomes a self-fulfilling prophecy. …
