It Pays to Praise

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...
Multiply Your Maintenance Agreements

Multiply Your Maintenance Agreements

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...

The Mindset of Great Leaders

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...

Are You Tough Enough?

It’s fairly common for sales managers to feel they are “too nice,” but most fear changing their ways. Some salespeople, steady producers who don’t want to be pushed toward greater success, think their managers are great. This is due to not being challenged to move...

Why Rebuff Resigning Employees?

Recently I read a statement from an employer who lost a solid employee. Here’s the gist: My employee RESIGNED. He got a great opportunity elsewhere. Here is what I told him: “Know this, I will miss you, tremendously. It is not just your talents, it is also your...

Funambulism: Sales Manager Requirement

I’m guessing that before your eyes moved from the title of this post, you began googling the word funambulism, right? So now you know it is a long winded word for tightrope walking. Sounds like a sales manager’s job description to me. There is no doubt that sales...