Because the Customer …

by | Mar 31, 2014 | Customer Service

One afternoon the phone rang in my office and the cheerful voice on the line stated his name and told me that he was a ministry care center representative with a large Christian non-profit in San Diego that my wife and I support. He said he wanted to thank me for the...

Salespeople Require Care and Feeding Part 2

by | Mar 25, 2014 | Sales Management

Hopefully you recall that I left off in Part I of this discussion by listing and describing four of the most common purposes for working in the field with your salespeople. (If you didn’t catch Part I, you can access it here) To help you visualize where I’m coming...

Salespeople Require Care and Feeding Part 1

by | Mar 19, 2014 | Sales Management

Equation Research, in one of their surveys, asked nearly 300 sales managers this question: “How many hours per week do you spend coaching your salespeople?” Survey says… 37% said less than 3 hours 36% said between 3-5 hours 17% said between 5-7 hours Translation: 90%...

A Kite Rises Against the Wind

by | Mar 13, 2014 | Sales Basics

In the spring of 1967, shortly before I graduated from high school, my Dad acquired the Biscayne. If that word doesn’t ring a bell with you, you’re probably just too young. A Biscayne was the low-end model of the Chevrolet nameplate. This one was a 1963,...

Their Perception Is Your Reality

by | Mar 7, 2014 | Sales Basics

The drawing on the left was turned in as a completed homework assignment to the teacher by a first grade girl. The teacher evaluated it, wrote something on it, then folded it over and gave it back to her to take home. The little girl returned to school the next day...