Your Sales Management Guru

SEPTEMBER 22, 2014

At this time of year I am working with each of my clients to begin to position them for success. Each organization is different and requires a unique solution however these 5 basic actions, if acted on, will position you to be ahead of the game! I have listed the actions most organizations need to consider to exceed next year’s quota.

Quota 89

Quota Sales Leadership Compensation Penetration 89

Your Sales Management Guru

DECEMBER 2, 2013

One of the points I discuss often is the need for each of us to impact the lives of others and the more we work to positively impact the lives of others, the more our life will be blessed. project a positive fun attitude to the people you interact with during your day. volunteer in your local community to help others less fortunate.

Conference 73

Conference Channels Sales Leadership Positioning 73

Your Sales Management Guru

JULY 31, 2011

Sales Leadership: Be a Positive Force . What a great time of the year to be in a location with positive people, positive messages and everyone willing to assist in providing idea’s, tips and recommendations to help you grow your business. It is a positive push in the right direction.

Sales Leadership 64

Sales Leadership Positioning Travel Compensation 64

Your Sales Management Guru

OCTOBER 16, 2012

Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. Stay positive.” Having a strong foundation can make all the difference in how you end the year and position yourself for 2013. Stay optimistic. Work harder. Sorry, but that’s what’s needed.)

Compensation 77

Compensation Vendor Pipeline System 77

Your Sales Management Guru

OCTOBER 2, 2017

This Brain Wave must be reinforced with specific and tactical actions and if done correctly the salesperson’s proper Brain Waves will be transmitted to the prospect during every sales call creating the positive emotion necessary to gain the prospects confidence.

Hiring 58

Hiring Face-to-face Sports Sales Leadership 58

Your Sales Management Guru

OCTOBER 24, 2016

Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. Stay positive.” Having a strong foundation can make all the difference in how you end the year and position yourself for 2017. Stay optimistic. It was: “Take action.

Compensation 40

Compensation Pipeline Vendor Revenue 40

Your Sales Management Guru

JANUARY 2, 2017

Simply this means by taking positives actions a person can more fully enjoy both their Personal Lives as well as their Professional Lives. Recently because of two boy hood friends and their current professional lives, I was in a position to help a younger women move forward in her life with a goal of impacting five new lives.

Workbooks 54

Workbooks Lead Rank Lead Scoring Compensation 54

Your Sales Management Guru

MAY 15, 2017

Ask the customer’s executives to describe the impact your company has had on their competitive position or to review the savings they’ve gained from your products and services. Regularly reinforcing the positives goes a long way toward keeping everyone’s belief and passion strong and moving in the right direction.

Hiring 56

Hiring Vendor Sales Video 56

Your Sales Management Guru

APRIL 28, 2013

Empathy, one of the key elements of emotional intelligence, is central to good management; it is difficult to have a positive impact on others without first sensing how they feel and understanding their position.

Incentives 87

Incentives Incentive Influencer Motivation 87

Your Sales Management Guru

JANUARY 21, 2013

You will be in a great position not only to forecast pipeline values to your management team with this historical view, but be a better coach for your sales team. While it was somewhat a reality show, positive results occurred. Seven , each week, each salesperson should be prepared to report on specific weekly activities.

Sales Meeting 81

Sales Meeting Sales Leadership Meeting Forecasting 81

Your Sales Management Guru

MARCH 24, 2016

Work on the positives of life. Winners hang on to dreams…they are self fulfilling prophecy; positive illusions promote the capacity to productive work and a successful life. The secret to this ingredient is you can develop it. The second element is: they recognize fear as opportunity.

Sales Leadership 40

Sales Leadership Conference Promotion Motivation 40

Your Sales Management Guru

APRIL 3, 2017

In every business cycle new ideas are built and strategies-tactics attempted to create a positive impact on the organization. In most cases each of these “re-engineering” type programs have had positive impacts; from just in time inventory, to ISO policies.

Hiring 0

Hiring Policies System Face-to-face 0

Your Sales Management Guru

JUNE 27, 2011

The answer to number two is more challenging but is a critical role in the job of sales leadership, creating a positive culture of high performance. Create a theme, some fun event, allow the president or others to simply give a short talk about a positive event(s) within the company and then everyone “get’s back to work!

Commission 63

Commission Salary Sales Leadership Survey 63

Your Sales Management Guru

APRIL 23, 2012

First, I am a positive person. Be positive be forward looking. Many individuals have commented on my Outlook signature block, before I have my personal signature and where many people say “sincerely”, I have the words “Looking Forward”. Why do I use those words? They mean several different issues to me. Wednesday I am Wonderful!

Sales Leadership 56

Sales Leadership Hiring Compensation Trends 56

Your Sales Management Guru

DECEMBER 29, 2014

Immediate revenues, larger pipelines and increased levels of belief along with better customer relationships is a positive way to start the year. These five actions will help the salesperson get off to a fast start-by working with and selling existing clients where they have trusted relationships and proven solutions.

Penetration 99

Penetration Exercises Motivation Referrals 99

Your Sales Management Guru

JANUARY 2, 2011

Just today, 1-2-11, I heard on TV that hiring for sales positions is expected the biggest percentage increase in all hiring for the New Year and if you are in IT, the market was the hottest in years! (We We will discuss “Recruiting next week) What to do? Guru Hint: make sure the 1 st quarter goal is highly achievable.

Sales Leadership 66

Sales Leadership Hiring Telemarketing Face-to-face 66

Your Sales Management Guru

AUGUST 29, 2011

Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. Stay positive.&# I suggest that you develop a similar slogan to help you navigate these difficult times. Having a strong foundation can make all the difference in how you end the year and position yourself for 2012.

Banking 61

Banking Compensation Follow-up Vendor 61

Your Sales Management Guru

MAY 14, 2012

This is your opportunity to provide vision, positive expectations and your roadmap to “better times”. Ask the customer’s executive to describe the impact your company has had on their business, their competitive position or to review the savings they’ve gained from your products and services.

Face-to-face 76

Face-to-face Meeting Microsoft Margin 76

Your Sales Management Guru

APRIL 26, 2016

After the event I had a lot of comments about how positive the fund raiser was and while we raised a lot of money the real winners became the people who participated. To me that is an enriched life is all about and our campsite/community became a little bit better.

Positioning 40

Positioning Influencer Sales Management Motivation 40

Your Sales Management Guru

JULY 31, 2013

I met people from all over the world that provide levels of expertise in many, many areas, but everyone was positive, energetic and helpful. As someone that has presented often in many venues and formats the experience has been invaluable.

Conference 89

Conference Sales Leadership Groups Training 89

Your Sales Management Guru

APRIL 21, 2014

High performance salespeople are creative and are constantly re-thinking their sales strategies and competitive re-positioning, (have you touched all the bases?) Making sales happen requires you can answer these questions correctly; these critical issues are missing in many sales management one-on-one sales opportunity discussions.

Sales Leadership 79

Sales Leadership Sales Management Motivation Competition 79

Your Sales Management Guru

APRIL 2, 2014

After 9/11 I felt many of my friends and clients were taken back and American felt shaken, I added the following mantra to help me and others move forward: Stay Positive, Take Action! Let me share several examples. Obviously it meant not to be negative and not to let the actions of a few cause me to stop or delay moving my life forward.

Call-back 78

Call-back Motivation Groups System 78

Your Sales Management Guru

FEBRUARY 6, 2017

At this time of year many top performers are assessing their current employer and are asking themselves if they are positioned with a winner or if the frustrations of the past year or two have been worthwhile and if they have progressed professionally. Recruiting must be a constant focus of sales management. In our SLAMMED!

Hiring 40

Hiring Lead Rank Lead Scoring Exercises 40

Your Sales Management Guru

OCTOBER 3, 2016

Top performing sales managers have the ability to communicate with positive vision, personal awareness and openness. This action can start with sales games, hearing customer success stories, sales compensation plans as well as genuine conversations.

Hiring 92

Hiring Travel Compensation Coaching 92

Your Sales Management Guru

MAY 9, 2011

Work on the positives of life. Winners hang on to dreams…they are self fulfilling prophecy; positive illusions promote the capacity to productive work and a successful life. The secret to this ingredient is you can develop it. The second element is: they recognize fear as opportunity.

Sales Leadership 60

Sales Leadership Conference Groups Promotion 60

Your Sales Management Guru

APRIL 1, 2013

Enjoy the spring and position your team to truly enjoy a wonderful summer season of selling. Develop a mutual action plan where both you and your individual salespeople agree on those actions and use that tool to coach and manage for the next 90 days. What are you plans? Resources : Top Sales World web site and magazine for April!

Hiring 95

Hiring Conference Forecasting Campaigns 95

Your Sales Management Guru

SEPTEMBER 26, 2011

I thought this week that the message must be upbeat and positive, last week we discussed how sales leadership must be the linchpin to lead your organization out of the a tough economy, in this video I speak to the need to help others, to mpact their lives, with the end result being your life will be even more successful.

Sales Leadership 51

Sales Leadership Motivation Groups Video 51

Your Sales Management Guru

OCTOBER 17, 2011

Now while that might not be good for many of our readers-for me it was a positive experience. Have a great fall, focus on the details, push your team for more, but set the tone with positive strokes and perhaps you will finish 2011 as your best year ever! Even with losing 5 balls I shot a 93!

Sales Leadership 58

Sales Leadership Lead Rank Lead Scoring Sales Management 58

Your Sales Management Guru

SEPTEMBER 27, 2010

Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. Stay positive.&# I suggest that you develop a similar slogan to help you navigate these difficult times. Having a strong foundation can make all the difference in how you end the year and position yourself for 2011.

System 56

System Sales Leadership Banking Motivation 56

Your Sales Management Guru

SEPTEMBER 1, 2015

Dominant people are direct, positive and straightforward. Once you’ve compiled all your information on the sales position and the applicant’s desired personality profile, boil it all down to five or seven objective, measurable characteristics. They continually seek new horizons and like to make decisions quickly. Measure the Profile.

Hiring 40

Hiring Ideal Customer Profile Scale Analysis 40

Your Sales Management Guru

MAY 24, 2017

High performance leaders understand that salespeople need to feel leadership’s high energy level, their belief in the company/products/services and the need to share a positive vision. Share it often and make sure you are on top of the details.

Channels 46

Channels Analysis Vendor Energy 46

Your Sales Management Guru

MAY 27, 2013

This will drive the “happiness factor” that rising GDP brings, but with the wealth of the West a new focus on positive emotional well-being in increase. Increasing wealth, GDP and the rise of the middle class in non-Western markets will cause major shifts and as the Western economies mature they must and will re-invent themselves.

Government 91

Government Banking Trends Lead Rank 91

Your Sales Management Guru

SEPTEMBER 29, 2014

Let’s build up a comprehensive list so that everyone can finish the year strong and be positions to make 2015 your best year ever. That’s a good starter list, what prospecting ideas are you using-that are working? Care to share?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Your Sales Management Guru

SEPTEMBER 21, 2015

Ask the customer’s executives to describe the impact your company has had on their competitive position or to review the savings they’ve gained from your products and services. Regularly reinforcing the positives goes a long way toward keeping everyone’s belief and passion strong and moving in the right direction.

Lead Rank 40

Lead Rank Lead Scoring Hiring Face-to-face 40

Your Sales Management Guru

MARCH 16, 2015

As a salesperson your interaction with your clients or prospects will always create an emotion-positive or negative. Focusing on a positive, fun and interactive approach will lead to a connection with that person(s). Are you listening to them? What kind of sales environment are your creating?

Lead Rank 40

Lead Rank Lead Scoring Face-to-face Sports 40

Your Sales Management Guru

DECEMBER 9, 2014

They are positioned throughout the book giving the reader an instant understanding the points she is making i.e. “Sales and marketing must agree on definitions”. Quickly in chapter 2: The Sales Radar concept was introduced; she captures your attention with her focus on “The 3 Categories of Tunnel Vision” and its impact on sales.

Handbook 87

Handbook Negotiation Call-back Sales 87

Your Sales Management Guru

DECEMBER 6, 2017

Others believed it was to increase the relationship position as prospects today more knowledgeable because of web site and internet access. Some thought that marketing was simply to build awareness of the products/company-to soften the entry for a salesperson.

Lead Rank 54

Lead Rank Lead Scoring Ideal Customer Profile Top of Funnel 54