Wednesday, April 29, 2009

My New Podcast is Up on Sales Management 2.0

Just wanted to let everyone know that my new podcast is up on the Sales Management 2.0 Podcast website. Brad Trnavsky, Jerry Kennedy, and I spoke on the importance of rewarding your top sales producers. This is a subject that I am very passionate about, and I was little under the weather when we recorded this a while back - although I did get better as the podcast went on. I believe all of you will like this, especially for those of you who are sales managers or are aspiring to be on the sales management side of the business. For most of my readers, this will also be the first time that you will get a chance to hear my voice. Please check it out when you get an opportunity, as I believe it will be well worth your time.

Sunday, April 26, 2009

Recruiting is Critical to Being Successful in Sales Management

The term sales management is very misleading, because the emphasis is really on the word “management” and not “sales”. Ultimately, this means the game changes dramatically for an individual who is making the jump from salesperson to sales manager.

While there are many responsibilities that come with being employed in sales management, perhaps none can turn around the sales equation quite as fast as effective recruiting. You can have the best sales strategy and plan around, but it means very little if you don’t have the quality personnel in place to carry out the plan of attack. At the same time, (more...)

Thursday, April 16, 2009

My New Post on "Qualifying" is Up on the Sales Bloggers Union

When you get a chance, please make sure to check out my new post on the Sales Bloggers Union titled Properly Qualifying Prospects Separates the Winners from the Losers More than Anything Else in Sales. Qualifying prospects is an extremely important activity in sales, as you will see in this article.

Sunday, April 12, 2009

Recognizing Top Salespeople is Important

“A soldier will fight long and hard for a bit of a colored ribbon” -Napoleon Bonaparte, 1815

For all companies and managers out there that aren't doing it, you need to recognize your salespeople who are high achievers. And I'm not just talking in a monetary sense, either.

Failure to do so will result in not just possibly losing some great salespeople, but a loss of a moment in which you can lift up moral and provide a clear direction for the rest of your sales force. When you recognize the top 10% or so of your sales force in front of their peers, what sort of impact do you think that has on the other 90%? In our current economic environment, don't you think it is important to show your sales force that success is possible?

People want to be recognized and appreciated for their efforts, regardless of what they tell you. A plaque, ring, or any other award that is given for sales excellence is a very small investment for what you get in return. For all of the talk on how important retention of key salespeople is, I'm still amazed how many companies don't take the time to recognize the top performers within their sales force. Regardless of your company size, implementing a sales award program is always beneficial and important. Not only will it help in the area of retention and building loyalty among your employees, it is also the right thing to do.

I'll be discussing this in great detail with Jerry Kennedy and Brad Trnavsky in a podcast episode that will be posting on the Sales Management 2.0 Podcast series here in a couple of weeks. Until then, make sure to check out the SM 2.0 Podcast when you get an opportunity.

Wednesday, April 8, 2009

What Should You Do as a Salesperson When Your Company is For Sale?

Shaun Priest over at Closer Q had a great question from one of his readers this week about what to do when your company or a division within your company is for sale. I actually encountered this once myself in my own sales career. Other than the great advice which Shaun once again gives, I also think he hit the nail on the head in his rule of thirds. Most often, a third of the people stay, a third of the people are let go, and a third of the people leave on their own according to Shaun. In my own experience in which the company I worked for at the time was sold, this was exactly the case. Please be sure to check out his latest post when you get an opportunity. Even if you don't see this sort of event on the horizon in your near future, it is a great post on how to deal with it should it come to pass at some point.

Wednesday, April 1, 2009

"Your Faith Can Knock Out Fear" by Gene Tunney

When I was a child, my parents purchased an older book for me about famous sport figures and the struggles they had gone through in their lives. While I don't remember the exact title of the book, I still have remembered to this day a short story written by a former heavyweight boxing champion, Gene Tunney. I'm also a little partial to Tunney, as Tunney was in the Marines just like I was.

Tunney lays out a great story of how his faith was an integral part of how he became the heavyweight champion. I was fortunate enough to actually find this on the web, and I wanted to pass this along to everybody.

In all walks of life in whatever we choose to pursue, the fear of failure is always one of the biggest obstacles. The believe in one's self is the only medicine of prevention we can take to ward off this enemy. Tunney lays this out perfectly in how his faith allowed him to defeat Jack Dempsey (one of the greatest heavyweight champions of all-time) not once but twice.

Please take the time to read this four-page story which will hopefully inspire you to overcome your fears.

"Your Faith Can Knock Out Fear" by Gene Tunney