Zig Ziglar’s Geese Story

  Zig Ziglar was a great story teller and quite an influence in the field of sales training and motivation. Here is a modified and severely shortened version of a favorite Zig Ziglar story: “When geese fly in V formation they can fly much farther” he said as part of his motivational talk on teamwork, […]

Read More

Building a High Performance Sales Team (3 of 3)

In “Building a High Performance Sales Team” we have covered the following steps: Creating a Crystal Clear Vision, Evaluating your Existing Team and Bringing New Players Onboard. Here then are the final two steps: CREATING THE RIGHT ENVIRONMENT Are the company culture and environment hospitable to a high-performance sales team? The right environment requires a […]

Read More

Shhhh… Listen!

  … and then I found myself unable to talk for a few days. (I will not bore you with the details but it had something to do with laryngitis and damaged vocal chords.) Anyway, here’s what I’m getting at:  Even though I believe that I am a good listener and conversationalist – always making […]

Read More

Building a High Performance Sales Team (2 of 3)

The first step in building a high performance sales team was to develop and communicate a crystal clear vision and purpose. Here are the next two steps: Evaluating your existing team and bringing new players on board… EVALUATING EXISTING TEAM Once the job responsibilities, personal traits and professional competencies are defined and agreed upon by […]

Read More

Compensation Design: Define the sales rep’s role

So what is new in the world of sales compensation? In a way the more things change, the more they stay the same. Fundamentals don’t change and as such they are always a good place to start. There are at least nine components to successful sales compensation design. There is a post (9 Key Steps […]

Read More

Building a High Performance Sales Team (1of3)

What a dream come true for any organization, a high-performance sales team. A team feared by competitors and respected by clients for its knowledge, business savvy, value and results. In a perfect world, such a team would simply be inherited. Every member would be a top performer, satisfied with the organization and eager to improve […]

Read More

Sucking your thumb

Many infants find great comfort in sucking their thumb – an activity documented in as early as a child’s prenatal life. Quite often parents have a very difficult time weaning their children away from this “nasty” habit. A similar situation exists in today’s business world where we find entities that are reticent to change. The […]

Read More

Successful Sales Meetings

Another waste of time… Brain Drain session… Dreadful hour… Is this how your sales team describes what you had hoped was a productive, interactive, motivating, fun and exciting sales meeting? Are sales meetings in your organization seen as a necessary evil or a real opportunity to make a difference with the sales team? Unfortunately, there […]

Read More

Let’s set the record straight!

It happened again…another expert referenced a statistic that, well, just doesn’t exist. You may have heard this one as well. I’m asked about it quite often and it goes something like this: “Decision makers don’t talk to sales people until 67% of the buying process is complete” But, that’s just not true at all. So, […]

Read More