Sales & Motivation

Leading a sales team to victory is not an easy task. It takes discipline, resolve, and the ability to make tough, and sometimes unpopular, decisions. At its worst sales leadership is one of the most thankless, difficult jobs and has been compared to herding cats. At its best, it is one of the most fulfilling

This past week I’ve received three separate e-mails from various sales gurus talking about how much sales has changed. While the internet, social media, and advances in technology have altered some of the peripheral aspects of selling, the foundational principles and keys that lead to sales success have remained the same.   Sales Facts that

While one could argue that there are many factors determining sales success or failure, I find that 99% of the time, success or failure really comes down to one item. If you have this one item in place, success is virtually guaranteed. If you don’t, failure is virtually guaranteed.   The Key Success Factor and

Recently Shaunae Miller of the Bahamas won the women’s 400 meters at the Rio Olympics by diving over the finish line. Some say she fell, others say she dove, but either way, she won, as it is legal to fall, dive, or do whatever you have to in order to get over the finish line

In the leadership role you probably already get that sales is the primary key to massive success and prosperity. As you know, the most successful companies sell better and more than everyone else. Starbucks doesn’t have the best coffee, they’ve simply sold an enormous number of people on doing business with them. That said, to

Scary thought, right? Why? Because you know within three to five years they’d own 90 to 100% of the business in the area and if you weren’t out of business, you’d be hanging on by a shoestring. There are several reasons why this group, even with no prior experience in your industry, and even without

The biggest issue I see in the workplace by far is a lack of accountability. Similarly, the biggest issue I see in sales forces is letting salespeople stay on the payroll while doing close to zero, or in some cases, while even losing the company business. I’m not talking about non-production over a period of

Almost every industry I talk to these days is struggling with bringing youth in. How do you get them interested in your industry? How do you get them to take you seriously? How do you get them to work hard without thinking they’re entitled to everything without actually having to work for it? Here are

  I am of the belief that pretty much anyone can make it in sales if they are determined enough. Assuming someone does not have brain damage or some other major mental hindrance, sales can be learned. I am proof of that. After struggling in school and being an abysmal failure at the onset of

While the Presidential Race is showing us many qualities of politicians that we don’t want to emulate such as: bad-mouthing the competition, vacillating on the issues, and bending truths, there are several other qualities that we can emulate to make ourselves super-successful as salespeople. Here they are…   Four qualities of politicians you do want