Sales Execution and Performance
“Is there one business model that you would recommend to a budding entrepreneur?” That was the question a young man asked me recently. I reflected for a moment over the past 25 years, and answered this way: “No. I’ve worked with over 400 businesses, and in that pack there were lots of different business models. What I’ve seen is that…
Read More
The overwhelming majority have been lulled by moderate success to a place where they are hesitant to pursue excellence, weary of reaching for their potential, tentative about embracing any new ideas and afraid of stretching beyond today’s comfort zones. That’s one of the main reasons why only 5-20% of businesses and salespeople ever reach their potential.
Read More
Question: Dave, I’m wearied by the preponderance of books and business advice by all these sports coaches. What’s your opinion? How many different coaches do we need to hear from? Is sports coaches’ advice to sales people worthwhile? Is it another example of our infatuation with sports and the desire to bring that into our own lives? Answer: What a…
Read More
Once you set up a compensation plan, you are, I believe, obligated to meet the terms of that plan. That doesn’t mean that you can’t change the plan.
Read More
We don’t get paid for what we know. We get paid for the results we bring as a result of the actions we take.
Read More
If you don’t instruct the sales people in how to do the thing that you are paying them to do, your results will be considerably less than spectacular.
Read More
If you are going to catapult your sales performance to higher levels, focusing on effectively handling objections will take you part of the way.
Read More
The world is full of distributor sales people who think their job is to be a mobile customer service rep… a super-responsive “go-fer” for the customer.
Read More
This myth produces two major obstacles to sales success: it covers up the sales person’s lack of sales competencies, and it prevents them from working smart.
Read More Best Practice # 19: Keeps track of all the names, titles, and positions of all the key contact people within every account.
Read More