Recently I was speaking with an insurance agency owner about the lack of success of his two most recent hires. When I asked how many hours they were putting in, the answer was, “About 45 or 50 per week.” Keep in mind, these agents are in their 20s, are new to the industry and relatively
How Many Hours per Week = Sales Success? Read More »
You just hired the perfect person: great work ethic, positive and upbeat, they show up early, leave late, take ten minutes of a fifteen-minute break, and do more than expected and more than you ask for. Now let’s take that person and put them into an environment where people are negative, aren’t held accountable, take
Building a Successful (Sales) Culture Read More »
There are five primary mistakes when it comes to managing salespeople. Almost every organization makes one or two of these, but most make more, many make all five. Each mistake you eliminate will add about 20% in additional revenues to the bottom line. That said, if you have and clean up all five, it could
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By far the biggest reason salespeople fail is because they don’t make enough calls, to talk to enough people, to get enough prospects, in order to make the necessary sales. There are two causes for this, one: not putting in the hours necessary, and two: call reluctance. While the first one is a problem and
Overcoming the Salesperson’s Biggest Obstacle: Call Reluctance Read More »
Warning: if you’re looking for a short cut or easy way to your best year, you probably won’t like this article. What I have to say is not what the majority of the population wants to hear. That said, it is what you need to hear if you what to have your best year in
Have your Best Sales Year in 2019 Read More »
We know there are many character traits that determine long-term sales success or failure. That said, I find there are two key traits that really separate the cream of the crop from everyone else. Two key traits of top-producers Trait #1: Extreme OwnershipThe most successful salespeople take complete ownership of everything in their life, and
The Two Most Important Character Traits of Successful Salespeople Read More »
All of us have heard, pretty much since week one of our sales careers… don’t take sales rejection personally. You know the mantra: “They’re not rejecting you, they’re rejecting your product or service.” I have to admit, I agreed with that for my entire 31-year sales career until a recent experience changed my mind. About
Why You Should Take Sales Rejection Personally Read More »
In a recent article by friend and colleague John Brubaker (CoachBru.com), he stated that, “According to a U.S. Department of Commerce research study, in the first five years of a business the survival rate for independent small businesses is less than 20% but the survival rate for franchises is 95%.” He continues: “…it isn’t so
A Reason Why Many Salespeople Fail and How to Avoid It Read More »
Here’s the scenario: You’ve just hired a new sales rep. He seemed perfect. He did great on the sales personality test, he had all the right answers, and everyone liked him. He told you he’d be the hardest worker in the office. Two weeks in you notice he’s a few minutes late half the time,
Are Your Salespeople Happy Just Getting By? Read More »
After 9 months of working with John Chapin I doubled my monthly income. This is significant considering I’ve been in the insurance industry for over 48 years and thought I knew all there was to know. – John Brisbois – part-owner Sullivan Group If you’re looking for similar sales results, I’m doing a seminar: Double
Insurance agent with 48 years’ experience doubles income in 9 months. Read More »