Archives for Motivation & Inspiration

Is Sales The World’s Most Valuable Profession?

5th April 2010 by Frank under Compensation Plans, Most Valuable Profession, Motivation & Inspiration, The Sales Cycle, Top Producers     

How is it that successful salespeople can earn more than doctors or lawyers, or sometimes even more than the owner of the company they work for? Economists agree: it’s because they practice the world’s most valuable profession.
How valuable is it? Here’s a short quote from my 2004 book, The Greatest Job You [...]

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Recruiting Top Producing Salespeople

5th April 2010 by Frank under Compensation Plans, Contact Management, Corporate Transperency, Customer Relationship Management, Education-Based Marketing, Follow-Up Systems, Lead Distribution, Lead Generation, Motivation & Inspiration, Paperwork Minimization, Sales Management, Sales Recruit Early Wins, Sales Recruit Expectations, Sales Recruit Interviewing, Sales Recruit Testing, Sales Recruiting, Sales Training, The Leaderboard, The Sales Cycle, Top Producers     

Good help is hard to find. Never is that phrase more true – or important – than when it comes to finding, developing and keeping good salespeople.
Sales team member development will be covered in my articles on training. Retaining good salespeople is generally a question of properly setting and managing expectations [...]

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The World’s Greatest Sales Team?

23rd March 2010 by Frank under Compensation Plans, Contact Management, Corporate Transperency, Customer Relationship Management, Customer Testimonials, Education-Based Marketing, Follow-Up Systems, Lead Distribution, Lead Generation, Market Research, Motivation & Inspiration, Online Audio, Online Video, Orphan Customers, Paperwork Minimization, Print Collateral, Qualifying Prospects, Role Modeling, SEO, Sales Management, Sales Recruit Early Wins, Sales Recruit Expectations, Sales Recruit Interviewing, Sales Recruit Testing, Sales Recruiting, Sales Training, Sales vs. Marketing, Sales vs. Production, Target Marketing, The Leaderboard, The Sales Cycle, Top Producers     

This site was born out of frustration.
Like most salespeople, over the years I’ve been frustrated with different aspects of every organization I’ve been associated with. Whether as an employee, independent contractor or consultant, it seems that invariably I find multiple, critical aspects of the sales process either ignored or poorly [...]

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