A Fresh Perspective from the Trenches

A Fresh Perspective from the Trenches

I had the pleasure recently to meet Leah Zissimopulos of Crime Prevention, a security company in Florida. Leah is new to selling in the security industry and brings an interesting and fresh perspective. Here’s an article she wrote that I thought many would benefit from reading.

Leah’s words:

“At 23, I struggled not to take things personally. Cut me off on the road, I assumed you thought I was a bad driver. Speak harshly to me in a meeting, I assumed you thought I was stupid.

Thankfully, by 26, 28, 30 I began to realize the world does not revolve around me. That often, […]

Motivation Mistakes Most Managers Make

Motivation Mistakes Most Managers Make

So, it’s a new year and once again we get to start with a fresh slate. Time to hit it hard and generate some new business. As a manager, you probably wrapped up last year with an assessment of your sales team’s effectiveness, likely calculating and paying out commissions for the team’s effort. Invariably, there were some stars, some duds and some so-so performers in your group.

Money Isn’t Always Motivating

As you plan for 2017 and where you will spend your effort, I’d like to suggest you spend a little energy tuning into your individual salespeople’s motivational tendencies. You will have […]

Why Beefing Up Commission May Not Change Behavior (& How to Fix)

Why Beefing Up Commission May Not Change Behavior (& How to Fix)

I had a great conversation with a CEO today where we were discussing the merits of refining their compensation plan. It seems the CEO was disgruntled over the fact that his salespeople were comfortable making six-figure incomes, but they weren’t pushing to really knock it out of the park. Maybe you have witnessed the same thing.

These salespeople tend to sell roughly the same amount each month to maintain a certain standard of living, but don’t put that extra effort in to make more. In some cases when this happens, you may know that they could make significantly more if they […]

How Do CEOs Sell Effectively When They Lack Sales Skills?

How Do CEOs Sell Effectively When They Lack Sales Skills?

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.

Who is your company’s top seller? Is it by chance the CEO or business owner? Have you ever wondered why a CEO might sell more than a salesperson, despite having less finely-honed sales skills? (That generalization reflects the fact that salespeople are devoted full-time to sales while CEOs must wear many hats).

Who is the Top Seller at Many Companies? The CEO or Owner.

Business owners are often the best sellers of their company — NOT because they have developed special skills […]

Top Five Sales Management Mistakes

Top Five Sales Management Mistakes

I was recently interviewed by BusinessInterviews.com and one of the questions was “What are some common mistakes you see sales managers making that can be easily avoided or corrected?”  Well the real answer is that if they were easily avoided or corrected then the sales managers probably wouldn’t be making them, but I didn’t say that exactly.  You can read that interview here.   It got me thinking though about those common mistakes that sales managers make and I have come up with my Top Five List.

5.  Lack of Consistent Sales Process

Of the hundreds of sales teams we have evaluated, I would […]

Motivation Alone Will NOT Predict Sales Success

Motivation Alone Will NOT Predict Sales Success

In my last article, I wrote about the fact that it is the manager’s job to help motivate their employees.  But, I do not want any misunderstanding.  Just because a person is motivated, or even highly motivated, does not indicate that they will actually be a successful salesperson.  For instance, I know of company owners who believe that if they just hire athletes, whom they deem to be highly motivated (and competitive) they will magically have success.  Oh, if it were just that easy.  Unfortunately, there are so many factors that go into predicting success with a salesperson that motivation […]

Motivation…Also a Sales Manager’s Job

Motivation…Also a Sales Manager’s Job

Over the years I have heard from numerous CEOs and sales managers alike that believe that they should not have to help motivate their people to do their jobs.  They believe that if they just hired “highly motivated” people they can just let them go.  Well I say “Good luck with that.”  It is an unrealistic expectation.  Even the most motivated individuals, need some help along the way in the motivation department.

Yes – hire motivated individuals but don’t rely solely on their self-motivation to be able to carry them through difficulties and adversity.  Sales managers must get to know their […]

Do Your Sales Managers Feel Like Babysitters? Part Two

Do Your Sales Managers Feel Like Babysitters? Part Two

Do Your Sales Managers Feel Like Babysitters?  Part Two

In Do Your Sales Managers Feel Like Babysitters? Part One, we talked about the situation where the sales manager or business leader becomes a babysitter because he or she would rather not have the conflict associated with holding the sales reps accountable to necessary activities regardless of their business performance.

In this article we will take a different approach regarding why you might be feeling like a babysitter.  Maybe you get frustrated because they don’t go do the necessary work, like you did when you were a sales rep.  After all, they are paid […]