Goals: Tracking Commission Progress

Goals: Tracking Commission Progress

by | Dec 2, 2022 | Sales Motiviation

I have delivered three goal-setting workshops for sales teams this week alone. I talk a lot about goals this time of year, because goal-setting is essential for sales success. But there’s one thing you must do after setting your annual goals to make success possible:...
Prospecting is the Lifeblood of Sales

Prospecting is the Lifeblood of Sales

by | Nov 19, 2022 | Sales Motiviation

Prospecting is the lifeblood of sales and is generally the most important thing a sales professional does. Success or failure in sales can usually be traced back, one way or another, back to prospecting. Given how important prospecting is to sales success, I tend to...
Aim Above the Mark to Hit the Mark

Aim Above the Mark to Hit the Mark

by | Nov 5, 2022 | Sales Motiviation

Now that November has arrived, it’s time to start thinking about next year. We will likely experience some economic adversity in 2023, but there’s a good chance you’ll thrive next year if you have the right approach. It’s time to start planning for your production in...
Be Right Now!

Be Right Now!

by | Oct 29, 2022 | Sales Motiviation

NOTE FROM JEFF – We received some good economic news this week: 3rd quarter GDP actually grew after shrinking in the 1st and 2nd quarters. Nevertheless, many economists are worried about next year. In preparation for what appears to be coming, my friend and colleague...
Tons of Room at the Top

Tons of Room at the Top

by | Oct 23, 2022 | Sales Motiviation

Normally, I focus on sales training, but about four or five times a year, I’ll deliver a motivational speech. Last Tuesday was one of those days. My topic was “Tons of Room at the Top: The Attitude & Altitude of Success.” I delivered the keynote to a group of...
How to Manage Procurement Departments

How to Manage Procurement Departments

by | Oct 14, 2022 | Sales Motiviation

As a general rule, I recommend sales pros avoid or work around the procurement department as often as possible. Procurement departments are populated with “professional buyers,” people who are highly trained and experienced. That means they have a built-in advantage...