Q &A: What’s your opinion of call reports?
It
depends on what you mean by call reports. If, for example, you mean a requirement in your company that you note down somewhere – on a laptop, tablet, smart phone or piece of paper, who you called on, what you talked about, what the resolution of the sales call was and what you are going to talk about the next time, then, of course you should be doing that. I can’t imagine a sales person not keeping good records ... [read more]
Sales Leader’s Question and Answer: How many sales calls?
Question: How
many sales calls should a sales person make? Answer: In about one out of every two seminars that I do, I hear this question. It springs from a manager’s concern for defining what constitutes a “good sales day.” And sales people want to know so that they have some ammunition to fend off unreasonable expectations of their managers. So, let me settle the issue once and for all... [read more]
Learning to Learn in Your Organization Are things changing rapidly in your business? Silly question, isn’t it? Of course they are changing. Rapid change is the distinguishing characteristic of the new millennium. Take that rapid change and add to it growing competition, increasing complexity, consolidations at every level, and increasing demands from customers and you have the recipe for a business climate that will turn anyone’s hair gray. This
rapid change whirling around every company puts great pressure on organizations... [read more] Do your sales people have too much to do and not enough time in which to do it?
Help them sort it out and prioritize their time. They will be less stressed and more fulfilled, and you’ll see an immediate improvement in their performance.
Get them into our B2B Selling System. 15 minutes a week, for less than the price of lunch.
Other people can teach you to sell. We empower you to sell better.
Focus, Focus, Focus “Can you boil down your advise to one word?” That’s what a seminar participant asked me. “No,” I said, “but I can boil it down to three: Focus, focus, focus.” I
said that because I see ‘focus’ as the solution to a number of modern dilemmas. Distractions...come in a variety of disguises, but they all achieve the same result – to direct our attention away from what is important to that which is trivial... [read more]
Acknowledging God in Your Foundational Documents “But as for me and my household, we will serve the Lord.” (Joshua 24:15)
In his parting address to the Hebrews, whom he has led for most of his life, Joshua declares the commitment upon which he has lived his life. He will serve the Lord.
Note that his commitment is not just for himself, but for his entire business. “Household” is the Biblical
word used to describe everyone in a person’s business – all the family, servants, slaves and employees... [read more]
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