Sales Consulting and Services
Topics related to leadership are posted here. The general theme is about sales, but the ideas and principles may be used universally.
If you pay any attention to small business news you likely have heard about Mark Cuban’s 12 Rules for Startups. Mark Cuban is no stranger to small business or startups, having created a few successful businesses of his own. Most know him as the owner of the Dallas Mavericks NBA team but he made his [...]
Ding – You’ve got mail. Those words were branded in the movie with the same title. But, do you remember where the phrase originated? It is from American Online (AOL) and the heady days of early Internet exploitation. Email was one of the early surfers of the paperless office wave that came ashore some years ago. [...]
Ever wonder what the company CEO is like? Unless you get a personal introduction, you must rely on other methods. One method suggests you just spend some time with other people in that company and soon you will get an answer. This is more true for smaller companies, but don’t discount it for large companies. As a general rule, you can learn [...]
Do you believe there must be a direct relationship between commission payments and sales effort? Are you concerned that you might be paying commission to some undeserving sales reps who are just lucky? Have you noticed a discrepancy between the commission payments the hardest working reps are getting and the Reps who just seem to be in the right place at [...]
Leadership is a tough subject to define, understand and demonstrate. It may be one of those things we just know when we see it. When a Colonel leads his troops into battle, most suggest that is a demonstration of leadership. When a Governor commands all available resources to help hurricane victims and is out front motivating [...]
Here is a high level list of attributes all Managers and leaders must possess. Character – you must be of sound character – honesty, integrity, truthfulness, fairness, tough, etc. Competency and Credibility – you must know the job and have the hard skills to coach it. Leadership – you must be able to build, lead and [...]
A loading dock manager doesn’t know how to design a product and what factors are important to that design. Equally, the design engineer doesn’t know how to schedule efficient deliveries and manage fleet fuel costs. Neither of them understand how to sell and the Sales Manager doesn’t know their roles. None of the 3 understand [...]
My list of complaints about customer service is just too long to even describe. But let’s discuss a recent event worthy of mention. Recently at a discount retail store’s return desk I was reluctantly greeted by a young woman more interested in doing her nails than working with customers. It was obvious from a distance, [...]
Messing up the sales compensation plan will get you the same result as if you put the wrong software maps in your GPS device. In both cases you won’t get to your destination and you will be confused completely on the trip. You likely very carefully write Performance Plan Objectives for your employees. You know [...]
It is that time of year when most companies host their annual so called Sales Meetings. Don’t be depressed, they normally last only a few days. I can tolerate being stranded in an airport sitting next to a family of screaming kids but being forced to attend a boring uninspiring sales meeting really messes me [...]
