by Doug Robinson | Feb 15, 2021 | Sales Management
I (Doug) remember back in the early 1970’s on my very first outside sales job, I had a manager who never held me accountable. We had a good relationship and he was fun to work for, but if I hadn’t been somebody who really wanted to excel and win, I wouldn’t have...
by Doug Robinson | Feb 1, 2021 | Sales Management
COACHABLILITY- The capacity to be easily taught and trained to improve. The mantra of all new salespeople is that they want feedback… until they get it! That’s when they get defensive, begin to whine and shift the blame back on their manager or the company itself....
by Doug Robinson | Jan 18, 2021 | Sales Management
Who hasn’t seen the 1992 film, Glengarry Glen Ross? The title of that film came from the names of two of the real estate developments being peddled, Glengarry Highlands and Glen Ross Farms. This is a movie about four real estate agents who sell unappealing land to...
by Doug Robinson | Jul 20, 2020 | Sales Management
Just like deli meat gets sandwiched between two pieces of bread, most managers insert a thin slice of praise between two thick slices of criticism. Often it’s such a thin slice that the salesperson can’t even taste it. There is an ancient maxim that says, “A bit...
by Doug Robinson | May 19, 2020 | Sales Management
Photo credit-agreementstemplates.org If your company provides service for what you sell, you probably also offer some sort of maintenance agreement. Maybe your business is Heating & Air, Information Technology, Appliances, or even Vehicles. You may call this an...
by Doug Robinson | Feb 17, 2020 | Sales Management
Recently I (Doug) read a sales management article that really spoke to me. It was written by a very astute author, recruiter, trainer, and sales coach; with many years in the HVAC industry. I’m reprinting his article in its entirety, due to the relevance it holds for...