Planning For Exceptional Performance
Planning is one of the foundational principles
for sales success: You’ll always be more effective if you think about what you do before you do it.
Can you imagine a football team not creating a game plan or not practicing before the big game? Can you imagine a musician not preparing a piece of music before the recital? Can you imagine a politician not practicing the big speech? Or a doctor not reviewing the x-rays and the
procedure prior to a major surgery? Or a lawyer barging into a case without having planned it? The answer to all these questions is, “Of course not.” In every event of any importance at all, professional, effective...[read
more]
Q & A for Salespeople: Money Owed
Question: How do you deal with a difficult customer who owes you money and constantly draws you out by hanging the money he owes you over your head? This customer also requires
three times more service than most of our other customers.
Answer: It sounds like this customer is taking advantage of you. I suspect that this is not a profitable customer — you are probably losing money on him.
Let’s try to sort this out. First, I’m
not sure why you are involved in worrying about the money he owes you. I believe that a sales person ought to help run interference for the company when it comes to collecting money. I also believe that a sales person has the responsibility to not sell to accounts that he/she knows are in financial difficulty. Having said that...[read more]
Q & A for Sales Managers: Creating
Change
Question: My new sales manager is having a difficult time creating change — getting our experienced sales force to execute a number of the changes we have implemented in the past year. Any suggestions?
Answer: Change is always difficult. Particularly with an experienced sales force. I’m
reminded of a quote I sometimes use in my seminars:
“In times of rapid change, experience can be your worst enemy.” J. Paul Getty
It seems that when it comes to change, the more experienced...[read more]
Sales Leader’s Most Common Mistakes
#3: Lack of an Organized
Training & Development System
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of the sales manager on
their way up the ladder. The aspirations and strategies of the company’s management must be imprinted by the realism of the sales manager as they come down from above. Sales managers are the conductors who carefully orchestrate the tentative entanglement of the sales people with their management.
It’s an incredibly important and difficult job. Unfortunately, it is often
the most under-trained job in the entire organization. Instead of providing information on the best practices and processes of the job...[read more] Are your sales people ‘sharpening the sword’? Sales people often become stuck in their comfort zones and allow their skills and disciplines to slide. It’s human nature. But, it’s not good for them or you.
A few minutes a week, for less than the cost of lunch.
Other people can teach you to sell. We empower you to sell
better.
Prayer in Business
What is one of the characteristics that distinguish a Biblical business from its competitors? It is the emphasis the executives of Biblical businesses give prayer in business.
Uncomfortable?
This is an uncomfortable thought to many Christian business people. We have been lead to believe that prayer has no place in the business world. That idea may simplify our positions and absolve us, at least in our minds, of responsibility. However, there is no support for it in Scripture...[read more]
Three Questions Most Christians Never Ask
In recent years, I’ve come to understand that the influence of culture on our behavior is far more powerful than almost any other factor. We believe and internalize the messages that our culture sends
us. Eventually, those beliefs become part of our sub-conscious world-view, shaping our actions and molding our conscious beliefs. Are there questions most Christians never ask?
This is probably most powerfully true in the realm of religious beliefs. The Western Christian culture so subtly and powerfully shapes our
beliefs. Most Christian aren’t even aware of the possibility that...[read more] Listen to Dave's Complimentary Podcast!
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