Know When to Quit… But Don’t Quit Too Soon
Most salespeople don’t know when to quit. They don’t know when to quit talking… when to quit selling… and when to quit trying. They talk too much, sell too long and give up too soon. What’s worse, not...
View ArticleGet the Crud Out of Your Sales Funnel
Most salespeople understand the concept of the sales funnel. It works just like an ordinary funnel that you might use to transfer liquid from one container to another. We all know that if you stop...
View ArticleConnecting For A Change
Change is one of those funny words. You either love it or loath it. Some people are hardwired for change and embrace it for the new possibilities it brings and others dread it. Like it or not…change...
View ArticleHire Sales Skills Over Industry Experience
This hiring tip may seem counter intuitive but it has a lot of merit. Many companies still choose industry experience over sales skills because of the potentially faster ramp-up time and potential...
View ArticleThe Last Sales Interview Question
You’re hiring salespeople, right? So, at a minimum, the sales candidate should know how to sell himself. That’s why, when you’ve completed all the rest of the interview and testing process, you should...
View ArticleDo your employees have clear expectations?
They say that employees vote with their feet. Research tells us a high percentage of employees leave companies because they have a problem with their direct supervisor or boss. And, if you ask...
View ArticleLabelling and Second Chances
Front line supervisors and managers can place employees in a prison of performance by affixing a label. Once the label is attached to the person it can prevent the leader from seeing the potential for...
View ArticleHow to Resolve Complaints
“As a speaker, trainer, coach and consultant helping companies and organizations to improve customer and workplace relationships one question I always get is, “What are some ways to deal with...
View ArticleYou Can Receive Feedback as a Gift or a Scolding
Consider the following two versions of feedback given by a boss, in response to an employee leaving errors in an important report for the Board: “I’ve gone over your report and found you didn’t include...
View ArticleClik here to view.
Performance Requires More than Motivation and Ability
People often think that for employees to perform well all they need are the appropriate ability and skills and the motivation to achieve great results. But there is a missing ingredient: opportunity....
View ArticleFeed Each Other
I recently had the opportunity to hear author Meg Wheatley speak about her book, Turning to One Another: Simple Conversations to Restore Hope to the Future (Berrett-Koehler, 2002). She reminded The...
View Article
