Most of us want to improve, get better at our craft, be a more effective sales person. But the harsh reality is that most of us don’t! Be honest with yourself. What have you got better at in the last month? What did you identify as something to get better at, and you actually did? … Read moreWhat’s your ONE thing this week?
Ever looked round you and seen others being more successful than you and wondered why you aren’t seeing the same results? Want to do things differently to overachieve but not sure exactly how? Or have you been recently promoted and want to make your mark as soon as possible? Then good news …. 4 spots … Read moreRoom for 4 more
3 times in the last month I have worked with sales teams to help them understand and communicate their unfair advantage in the market. And 3 times I have coached them to put the customer first. There are two basic approaches to this. Either you tell your customer what you do that is unique and … Read moreStart with your customer, right?
I have sat through way too many team off-sites being bored by the subject matter experts (SME) brought in to speak to the team. Often the SME shows up and throws up a whole ton of information that completely overwhelms the audience. But it doesn’t have to be that way. Here are 5 tips to … Read more5 tips to get the most out of SMEs at team meetings
I love the phrase “Unfair Advantage”. It’s so much better than unique selling proposition or differentiator. I’d much rather have an unfair advantage than a differentiator! I wish I had started thinking about unfair advantage many years ago. But for too long I just thought in terms of differentiators. I recently went through a brainstorming … Read more5 steps to your Unfair Advantage
In the new hire training I facilitate I often get asked about the news sources that I track. Once I’ve been through that, I often get asked the question…. How in the heck do you keep up with all that? I’ve honed my process over the last few years and it works for me. It … Read moreHow I take in 100+ news sources daily
One of my coachees recently asked me which of the sales books that I had read in 2012 were the most impactful. I gave him 3 pretty easily. But then he completely stumped me with his next question … “What specifically did you learn and implement?” I could only think of one thing. I was … Read moreI’m Going to Change How I Read
There are many metaphors out there about sales, though fewer specific to sales management. No metaphor is perfect, of course. But one I came across recently in another area crosses very well into sales management. Well, I think it does anyway, in at least 10 respects… A GPS requires that the driver knows the destination. … Read more10 Ways a Good Sales Manager is Like a GPS
Any music lovers out there should watch the documentary “It Might Get Loud”. It brings together legendary guitar players from 3 generations; Jimmy Page from Led Zeppelin, The Edge from U2 and Jack White from The White Stripes. They talk about music, playing guitar and their roots. And then they jam. Fantastic, fascinating, brilliant, absorbing, … Read moreLook for the order in the chaos
It’s that time of year when territories are shuffled, cut and changed. Looking back as a sales rep, there were very few times when I went into January with exactly the same territory as I had in December. Recently I read an article about starting a business and it promoted the idea that the best … Read moreTreat your new sales territory like a cold swimming pool