Managers Must Master Accountability

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...

Hey New Salesperson, Are You Coachable?

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....

Always Be Recruiting

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...

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...