Coaching “Sherlock the Sales Rep”

Today rather than providing a tip or strategy for the “new crew” in your sales room, let’s look at your omnipresent sales guy that I’ll call Sherlock. Certainly you are thankful for this senior, albeit anal, anchor member of your sales team. Come on, you know who I’m...

Follow the Yellow Brick Road…

♪ Follow the yellow brick road. ♫ Follow, follow, follow, follow; follow the yellow brick road. I would find it hard to believe there is anyone who is not familiar with the Wizard of Oz. In this classic 1939 movie, a tornado transports Dorothy from her home in Kansas...

Common Sense Laws of Nature

Today is Tax Day 2019, so in observance I am shifting gears from the traditional Selling Point-type article I usually write. In its place I’m sharing something I stumbled upon that you will no doubt find interesting. As readers of this newsletter, I suspect most of...

Attitude Controls Altitude

A great definition for attitude is “the way you look at life, and the way it looks back at you.” The best way to explain this is for me to share the true stories of two men whose attitudes were 180° apart. The first fellow worked for a Russian railroad and...

What Gets Measured Gets Done

All too often, as a manager or business owner you spend most of your designated sales-related time measuring performance. Realizing that “what gets measured gets done,” you should spend some time measuring your management performance. Most sales managers aren’t held...