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Common Sense Rule (CSR) Number 2: Don’t Cap Income!
This sounds like a no-brainer doesn’t it but you would be shocked at the number of company presidents/owners who place a limit on what a salesperson can earn. Talk about a misguided philosophy! I’m...
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Common Sense Rule (CSR) Number 3: Sales Managers Need to Be in the Field!
The sales manager who spends more time in his or her office instead of working with salespeople in the field does not understand their job! I wonder what salespeople thought when they were promoted to...
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Common Sense Rule (CSR) # 4: Prospects Buy The Salesperson First
There are countless sales training programs available and I’m guessing that most of them touch on how important the salesperson is to the sales process. I’m not so sure, however, that enough emphasis...
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CSR Number 5: Adopt a Sales Process or Live in Mediocrity!
Someone close to me mentioned that my writing style is too in-your-face. It may be that “living in mediocrity” is a tad on the direct side, yet is it really all that bad if you are really driven to...
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CSR Number 6: Know What Your Closing Rate Is!
To me, if you have no idea what your closing rate is how do you know if you’re successful? Am I missing something here? Picture this. I’m your sales manager. You come strolling into my office and tell...
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CSR Number 7: The Most Important Job A Sales Manager Does?
This should probably be on my tombstone so that when people stumble upon it they’ll be forced to ponder the meaning of life and what a sales manager should do with their time. Sales managers can be a...
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CSR 8: Prospects Won’t Buy Unless There is An Emotional Need!
This no doubt sounds like an over simplification but I’ve witnessed too many sales calls (many of them recently) where salespeople don’t understand this statement. Picture this. You are an avid golfer...
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Hiring Your First Sales Rep
This is one of those frustrating events that drive small business owners nuts! Picture this. You own a company and you are the main salesperson. Of course you also do the books, clean the bathroom,...
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When Are We Going To Grow!!!!!
I don’t know about you but I believe that the title of this post will be repeated thousands of times this week! I also believe that the size of the company will not make a difference as to whether that...
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Think About Your Bad Habits-Now!
On February 13, 2013 my wife and I were given the scare of our lives. We were sitting across from each other at our kitchen table. My spouse was addressing Valentine Day cards to our grandchildren....
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Memorial Day
Memories of horrendous events rarely fade. Example. The day that I stopped participating in the Vietnam war was the day I saw a Vietnamese Captain walk up to his counterpart in the North Vietnamese...
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Liquor’s Trail of Mayhem
You’ve seen the insurance ad with the guy who acts as “mayhem” re-enacting the effects of poor insurance coverage. There is another kind of mayhem that results from liquor addiction or what results...
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Facts Tell, Stories Sell
I remember my first selling position at a pharmaceutical company in 1973. They were data crazy! We spent two weeks at their corporate offices learning every detail of the products. By the end of the...
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Join The 10% Who Do
Jim Rohn was a business philosopher who brought insight to ordinary events, people and principles. According to Mr. Rohn 90% of the people on the planet are not worth following. So, what exactly does...
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Update On My Hero
If you’ve followed my meandering thoughts on a regular basis or, assuming you are new, traveled back in time to June 2009 you’ll know that our daughter gave birth to a one pound thirteen ounce boy. On...
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The End!
Pick up any shrink or self-help book and my guess is that before page 50 the author will tell you to “stay in the present”. I could not agree more. However! I’ll go back to my father for an example of...
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Drawing Assumptions Can Kill Ya!
How many times in the last 3 months did you think or begin a sentence with “well I assumed that…”. You know you have you used this phrase or one like it quite a few times. Like a lot of the drivel that...
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Passion
Angela Ahrendts, the CEO at Burberry, created the following thought. The message of the quote got to me, so much so that I just kept on reading it over and over. ‘Passionate, positive human energy can...
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Change Is Hell!
I’m a fan of Jim Rohn’s. Here are a couple of his quotes relative to change. “Disgust and resolve are two of the great emotions that lead to change” And. “It is our philosophical set of the sail that...
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When Are We Going To Grow!!!!!
I don’t know about you but I believe that the title of this post will be repeated thousands of times this week! I also believe that the size of the company will not make a difference as to whether that...
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