Here’s the story. Management comes up with a great idea. Management is excited. They impress it upon the sales team. The sales team is not as excited. The new idea starts strong for about 2 or 4 weeks. Resistance, inattention, and forgetfulness find the new idea fading. In 3 months, the idea is forgotten, ignored,...
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Accountability: Micromanagement’s Less Hated Brother
No one likes to work with the feeling that they constantly have to look over their shoulder to see who is watching. Even worse, the thought of being micromanaged brews up disgust in the pits of our stomachs. Accountability is micromanagement’s less hated brother. Most people don’t like either of the two, but if you...
Power Up Your Sales Culture in 30 Minutes
What’s the difference between managing a sales team and managing a sales culture? A sales team starts with managing a process and a sales culture starts with managing yourself. Which do you think is easier? That answer can vary depending on your past experiences, suffice to say that self control isn’t easy for most people....
Small, Meaningful Habits Compound into Big Results
If you haven’t already heard, compounding is the key to successful financial investment. Did you know that the same is also true for successful selling? Actually, it’s true for almost anything that involves a repeated habit. The more you do something over and over again, the greater the chance that, over time, you will start...
Begging for Change
Forgive me. I am a big believer in dad jokes and puns, and this topic makes it too easy. Begging for change is something you usually see on the streets and not in the office. Both literally and figuratively. Now, like most puns and dad jokes, neither situation is very funny when it comes to...
The Mood of the King is the Mood of the Kingdom
So, what kind of mood have you been in lately? Have you been a cheery cherry bouncing from one rainbow to the next ray of sunshine? Or have you been a grumpy lump riding around on the fussy bus? Moods come and go for most of us, but our attitude is the general predisposition that...
Being Better Doesn’t Always Win Sales
If you’re like me, you believe that you and your company are the best. Hey, I believe you. Good for you. We should all feel so proud about what we do and what we offer. Unfortunately, your competitors are saying the same thing about themselves. Yup, apparently they are the best too. Apparently, there is...
When Clients Go Silent – The Capitulation Method
Is silence a surrender or a capitulation? It can be when you are dealing with a client who has suddenly gone quiet with their communication. Nothing makes a salesperson more paranoid than a client who suddenly goes silent and stops communicating. I’m not saying that you’re the jealous type, but when it comes to sales,...
What Do You Do With a Non-Compliant Salesperson?
Why can’t some salespeople just do what you ask them to do? Is it really so hard!? Seriously, just document the information as we showed you, turn your reports in on time, show up to the sales meetings like you are supposed to and everything will be just fine. This is worse than herding cats....
Do You Have a Great Sales Compensation Plan? 💲
It is no secret that most sales managers and owners struggle to find a great sales compensation plan for the sales team. Quite often these discussions lead to analysis paralysis as proposed changes to the comp plan can create even more questions and what-if scenarios. To be sure, salespeople and leadership do not think alike...