Motivation is overrated. So are results. If you hold a counter-opinion, this might explain why you’re unlikely to meet your New Year resolutions—assuming, of course, you’ve set any. Waiting for motivation to strike or obsessing over results is a...
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If you are slowing down or stagnated in your sales, you likely don’t have goals. Yes, yes, I know. You’ve heard about the importance of goal setting a million times before. But are you doing it? That you are...
Contrary to popular belief, money does not motivate salespeople; not all, not unendingly. In other words, increased monetary rewards (typically from increased targets) are not guaranteed to incentivize all salespeople. Even human resource personnel admit that money in itself...
Keeping a consistently poor performer hurts the business financially and affects the team morale and therefore productivity. “How long should I keep a non-performing sales newbie?” The short answer to this question I get asked often is this: three...
A salesperson’s performance is limited to the extent of his craving What do these three sellers have in common? The hawker who runs after you in traffic to complete the sale (or, start one because you showed interest in...
A goal crystallizes the purpose of the meeting; it focuses the seller to a specific thing and with this, he will most likely find himself customizing his presentation accordingly To make your client meetings productive, have a quantifiable goal....
Today you are at the peak of your desire to see through your 2015 resolutions. And 2015 promises to be exactly what you plan it to be. For many, this means that having reached the peak, the only way...
Spain’s poor performance in the World Cup taught us one thing about sales: being number one is easy; staying there, not so. Product superiority is not sales superiority. Selling is an art (emotion); a demo is a science (logic)-the...