Over the last six months, I learned a very important lesson about procrastination. Since May of 2010, I have been writing a book. I could easily fill another book with the lessons that I learned about procrastination. The book went to print yesterday, only two days past the target date. The target launch date is March 13, 2010. This target...
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Sales productivity is impacted by the level of character that we exercise on a daily basis.
Every human alive will agree there is a standard of behavior. We all have a sense of right and wrong behavior. And, we all impose a greater standard of behavior on other people than we are willing to adhere to. This standard of behavior is what we...
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by .(JavaScript must be enabled to view this email address) |
on December 15, 2011 |
about Inspiration/Attitudes |
Sales productivity is connected to personal motivations. Knowing your specific short-term and specific long-term motivations will spur you on when you hit the “sweat zone” – the part of the day when your energy is low and you must push hard to do the important tasks rather than the easy tasks.
Motivations are tied to physical, emotional,...
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by .(JavaScript must be enabled to view this email address) |
on November 28, 2011 |
about Inspiration/Attitudes |
Throughout my career, I have discovered two attitudes that impact sales productivity and make the difference between a mediocre salesperson and a top producing salesperson. They are:
• Top salespeople have a passion for solving people's problems using their products or services.
• Top salespeople have a positive image of themselves...
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by .(JavaScript must be enabled to view this email address) |
on November 22, 2011 |
about Inspiration/Attitudes |
Sales productivity
customers and referrals
sales and income
new prospects
and repeat business
LIFE. What a gift.
Friends and family
love wrapped in people
or in a person
Good health
smiling faces
a great embrace
from someone special
or an old friend
Holiday food
turkey, dressing,
and sweat potato pie
College football...
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by .(JavaScript must be enabled to view this email address) |
on November 21, 2011 |
about |
Our ability to perform at our best every day requires a positive disposition. Sales productivity is impacted when emotional levels are low due to any number of reasons.
Some of the best advice from one of my spiritual mentors said, "Every time you feel down, list all the things for which you are thankful." This is a great daily exercise....
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Long-term sales productivity is in direct correlation to our concern for others. Aristotle said, "We are born selfish. The only reason a baby doesn't strangle its mother for its milk is because its arms are too short and too uncoordinated. For a mother’s protection, slow growth and training in patience should coincide."
I prefer Zig...
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by .(JavaScript must be enabled to view this email address) |
on November 12, 2011 |
about Prospecting |
Have you ever panned for gold. Even today, there are people who know how to make a living wading in mountain streams and sifting all the lighter materials out of a pan leaving the heavier gold behind. Back and forth, left and right, the panner goes to a place hoped to be more concentrated in gold.
A few years ago, we were fishing on...
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Changing your sales performance right now begins with accepting personal responsibility for taking the first step.
During one of my first jobs as a teenager, I faced some challenges while working for a small family owned business. Many times in family owned businesses there are too many leaders and too few followers.
I was frustrated...
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Given similar territories, the same product, and the same training, any group of salespeople will contain individuals with varing degrees of sales productivity. Why is there such wide differences in sales results among seemingly talented salespeople?
Performance levels in sports, academics, sales, or whatever is highly dependent on...
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by .(JavaScript must be enabled to view this email address) |
on October 24, 2011 |
about Inspiration/Attitudes |
Character traits are those behaviors that are learned at a very young age from parents and teachers. Honesty is learned in an environment where absolute truths of right and wrong have been taught. Modeling of honest behavior and punishment for lying is also critical to us bonding to this critical character trait.
One would think a blog...
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A sluggard or pure analytic doesn’t work fast. This person moves slowly. It could be the brain or genetics, or a highly-detailed personality. Or, it could be a character issue like laziness. Whatever the reason, some people don’t cram a lot of activity, especially social connectivity and face-to-face activity, into each day or week.
...
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by .(JavaScript must be enabled to view this email address) |
on October 17, 2011 |
about Inspiration/Attitudes |
I was twenty-two beginning my sales career when I met Joe Thompson. He had a quiet peace about him. He mostly listened, but when he spoke, I hung on every word. Over the years, I learned of his spirituality, service during World War II, his long marriage, happy children, grandchildren, great-grandchildren, successful career, and community...
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by .(JavaScript must be enabled to view this email address) |
on October 11, 2011 |
about Inspiration/Attitudes |
I can remember the feeling of toiling since the age of five, when my mom made me pitch in and do my share of the work. From the simple tasks of picking up my room to being responsible for businesses and employees, work has always been toiling. It is always a balance of joy and stress.
In my forty-five years of creative efforts to find more...
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As you begin your week, if you are not hitting your sales targets, ask yourself these two questions as you are completing tasks: "Why am I spending time on this task, at this particular time?" and "Is this the most important thing I can be doing right now to help me hit my activitiy targets?" If you find yourself redirecting your focus many...
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by .(JavaScript must be enabled to view this email address) |
on October 02, 2011 |
about Coaching Others |
What if you walked into a golf clubhouse and payed for 18 holes. You then walked outside, got into your golf cart, and rode to the first tee box, except you couldn’t find the first tee box. Perhaps, with some amount of impatience you re-enter the clubhouse and ask directions to the first tee box. The golf pro slowly turns around and says...
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I recently built a brick walkway. Since I only had two days over the weekend to get it finished, a very detailed plan was necessary. The plan was simple, but complete. It included materials and a time schedule. Knowing my physical limitations and time constraints, I focused on this schedule. Dimensions of walkway: 3 feet wide, 10 feet long,...
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by .(JavaScript must be enabled to view this email address) |
on September 19, 2011 |
about Finding Leads,
Prospecting |
The most common question I get from B2B salespeople is, “Where can I find more leads?” The most common reaction I get after I give them advice is, “I tried that, it didn’t work for me”.
If finding new sales leads by joining business networking clubs is not working for you, here are some helpful hints.
Finding the right organization,...
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A great leader of particular interest was Alfred the Great, King of Wessex (Southern Britain) 871-899 AD. Through his son and grandson, his throne expanded to rule over the entire island of Britain. He not only drove the Vikings from his homeland, but he understood the needs of the nation and gave all he had to supply the needs.
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Several months were spent during my college senior year evaluating and being evaluated for a sales position with a financial services company. Time was spent with the successful reps in the firm hearing about their mission to help others by protecting families from financial ruin. The tour of the plush offices, a ride in the nice car of the...
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