The first section of my book is titled “Think Different” (from the Apple motto & commercial), and the techniques in this section are designed to challenge and change the status quo. It’s the concept of “thinking outside of the box” on steroids, and directs salespeople to approach every day with a spirit of questioning and […]
Motivation & Inspiration
The President’s Club: What’s the Big Deal?
All sales professionals aspire to earn the prestigious “President’s Club”. This is the ultimate sales achievement award that is also sometimes referred to as “The 100% Club”, “The Winner’s Circle”, “The Chairman’s Inner Circle”, etc. From the moment you graduate from sales training and are assigned your sales territory you hear about this great award […]
Is Sales The World’s Most Valuable Profession?
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 Never Thought […]
Recruiting Top Producing Salespeople
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 which will be […]
The World’s Greatest Sales Team?
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 handled by the companies […]