Sales Competence Isn?t About Quota Performance!

Compounding the problem are two myths regarding measures of competency in sales.

Myth#1: Quota performance does not equate to sales competency ? A salesperson's quota is usually determined by management. More often than not, the quota is set as a way to attain a goal of an increased share price or its just pulled out of the air as a "nice-to-have-number" that is bigger than last year. It's a rare organization that can articulate how a quota was set. It's even rarer to find an organization that sits down to do the sales math and determine the realistic quota and stretch quota for their salespeople. Without this understanding, how do you know if the quota is too high? How do you know if it is too low? You don't! Therefore the salesperson that hits quota in an organization that doesn't know how to set one is not proving his or her competence.

Myth#2: Activity level does not equate to sales competency - Many organizations set sales activity goals. They will ask their salespeople to accomplish X sales calls, X phone calls, and X proposals a day. These types of measurements, and constantly hitting them, do not mean the person can sell. Sure, there is a positive correlation between activity and selling, but if I play the lottery every single day I probably won't win. If I play X lottery games, in X states, and with X amount of money, it doesn't mean I'm driving towards a win. It simply means I'm increasing my chances. I'd rather have someone that knows exactly what they are doing and not playing the lottery with their sales territory.

So what exactly is sales competency? Competence is defined as someone's knowledge, skill and internal motivation. Knowledge is the building block of competence. Effective sales professionals are continuously learning and they have developed a framework and process for accessing their knowledge. They have a solid knowledge foundation and they understand their strengths and weaknesses. Skill is determined by the knowledge a salesperson has gained plus their experience level. The most skilled sales professionals have stayed in one vertical market or industry for a longer period of time. They have also stayed in the same sales role for a longer length of time (such as outside sales). They have also followed a defined career path with increasing levels of responsibility and complexity of sale. Internal motivation is someone's self talk, drive, and purpose. Their passion for the product, zeal for the organization where they work, and their positive attitude form the cornerstone for the ability to overcome objections, handle rejection, or deal with poorly set sales quotas.

A competent sales person has the ability to move into any organization and gain the trust of the decision-makers. They work to create a situation where buying can occur within an ethical environment at a fair price. They have the knowledge to speak to a CEO, the front-line manager, or the newest employee about what issues and challenges they face. Most of all they strive to increase their knowledge, skill, and motivation so they can be the best at what they do.

Brian is the Chairman and Founder of the the United Professional Sales Association (UPSA). UPSA is a non-profit organization headquartered in Washington DC that has addressed the concerns and challenges of individual sales professionals. Brian has authored the world's first universal selling standards and open-source selling framework for free distribution. This 'Compendium of Professional Selling' containing the commonly accepted and universally functional knowledge that all sales professionals possess. The open-source selling standards have been downloaded in 16 countries by over 300 people. Over 30 people have made contributions.

Because UPSA is not owned by one person or any company, it is a member organization and guardian of the global standard of entry into the sales profession.

Find out about the membership organization and understand the processes and framework of professional selling at the UPSA Website at http://www.upsa-intl.org. Find out more about Brian at: http://ezinearticles.com/?expert_bio=Brian _Lambert

In The News:

The Seven Things Smart Sales Managers Do In A Coaching Session  Radio & Television Business ReportWant to take your coaching game to the next level? This freshly penned column from expert sales trainer Barrett Riddleberger is worth six minutes of your time.
New Relic Cuts 2020 Sales Guidance, Announces Changes In Management  BenzingaNew Relic (NYSE: NEWR) has reaffirmed its second-quarter guidance and cut its sales guidance for fiscal year 2020 from $600 million-$607 million to $586 ...
Boral Building Products announces changes to sales management team  Lesprom NetworkBoral Building Products has promoted Mark Foltz to Director of Retail and National Accounts and has hired Steve Wickham as Director of Sales – East.
Studying Sales Management in Farm Equipment Dealerships  Farm Equipment PublicationSales management in farm equipment dealerships is undergoing major changes in which measuring the performance of the salesforce is becoming increasingly ...
IHeartMedia Philly Names New VP of Sales and Director of Agency Partnerships  Radio FactsiHeartMedia announced that Becki West has been named Vice President of Sales and Director of Agency Partnerships in Philadelphia, effective immediately.
Entravision Communications Corporation Appoints Robert McCauley as Senior Vice President of Integrated Marketing Solutions in the Palm Springs Market  Yahoo FinanceSANTA MONICA, Calif., Sept. 16, 2019 /PRNewswire/ -- Entravision Communications Corporation (EVC), a diversified global media and advertising technology ...
Why All Your Employees Need Sales Training  Business.comHow your employees represent your company impacts your bottom line, which is why you need to train all of them as salespeople.
How Banks & Credit Unions Can Reshape Branches as 'Advice Centers'  The Financial BrandMany retail bankers see branches' role becoming mainly advisory. However, a big gap exists between that expectation and the readiness for it.
Former Patrón Spirits and Grey Goose Global Chief Marketing Officer (CMO) Lee Applbaum Joins Surterra Wellness as New CMO  Yahoo FinanceFormer Harmless Harvest CMO and Coca-Cola International Marketer Philippa Classey Joins as its First Managing Director, Europe Latest addition of Executive ...
Sales Lead Management: Are You a Victim of Failure to Follow-Up?  Customer ThinkI talk about the concept of stopping “revenue leakage” a lot, and one of the biggest causes of revenue leakage is when sales or marketing reps fail to follow-up ...
SOMIC America Adds East Coast Sales Manager  Packaging StrategiesSOMIC America has hired Tim Howell as its new East Coast Sales Manager. He will be based in New Jersey and report to Peter Fox, Senior Vice President of ...
Sales Performance Management (SPM) Market SWOT Analysis by Key Player from 2019-2025 | SAP, Salesforce.Com, IBM – All  All Times TechThe Sales Performance Management (SPM) report presents data and information associated with the economy meticulously and understandably from ...
Tele Radio opens in Brazil  Heavy LiftUSA-headquartered remote control manufacturer Tele Radio has opened a facility in São Paulo, Brazil, due to strong regional demand.
Bill of Material Management Software Market to Record an Exponential CAGR by 2025  Wolf MirrorThe traditional Bill of Material/excel based Bill of Material issues such as incomplete data, data inconsistency and incorrect data entry create major problems in ...
The Fastest Way to Fix Sales Performance  Business 2 CommunityHundreds of pundits, thousands of articles, hundreds of books, hundreds/thousands of sales/marketing automation suppliers purport to have their miracle cures ...
Google Cloud Steps Up Enterprise Attack On Microsoft, AWS With Major Sales Restructuring: Exclusive  CRN: The Biggest Tech News For Partners, And The IT ChannelGoogle Cloud preparing a major sales restructuring to better align partners with direct sales leaders as it takes on enterprise rivals AWS and Microsoft.
DFIN Appoints Peter McMillan to Lead APAC Global Capital Markets  SYS-CON MediaDonnelley Financial Solutions (NYSE: DFIN), a leading risk and compliance company, announced the appointment of Peter McMillan as sales director of APAC ...
Copper & Kings American Brandy Company - Regional Sales Manager- Southern California - BevNET.com Beverage Industry Job Listing  BevNET.comSeeking Copper & Kings Regional Sales Manager for Southern California.. Relevant work experience in wine and spirits is a must. Must be based in Los ...
Acrow Bridge Expands Northeast Presence With New Connecticut Office, Names Nick Rotondo New England Regional Sales Manager  GlobeNewswireInternational bridge and engineering company expands staff and services for the New England region.
Configure Price and Quote (CPQ) Software Market Overview with Top...  Innovative ReportsConfigure price and quote CPQ software assists the sales management staff to enhance their productivity by lowering the reliance on paperwork and ...
Learning From Our Failures  Business 2 CommunityAs much as we want to, and should, focus on our sales successes, a large part of sales has to do with failure. We win some, we will always lose some. We try a ...
Sales Pipeline, Quantity or Quality?  Business 2 CommunityYou probably think this is a trick question, the answer is obvious, isn't it? Be careful before you respond too quickly…… Now, I've got you worried and wondering ...
Making Appointments that Stick  Asia Radio TodayPeady's Selling Engagement. Heard the phrase 'prior preparation prevents poor performance'? It absolutely applies to your first call to a prospective customer.
85% Of Small Business Owners Report That Use Of Technology Aids Success  SmallBizGeniusAccording to a recent study, a vast majority of SMBs that use digital tools say these tools help them improve business performance and remain competitive.
Alan Harrison Appointed Sales Director at Walker Glass  Glass MagazineWalker Glass Co. appointed Alan Harrison as its new sales director. Effective Oct. 1, Harrison will begin transitioning into his responsibilities as sales director.
Inside Sales Manager - Paro  Built In ChicagoParo is hiring for a Inside Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Tag: Mobile Application Management Sales market  OnYourDesksMobile Application Management Market Latest Trend with Top key players: Citrix, IBM, Apperian (Arxan), BlackBerry, Pulse Secure, Progress · September 16 ...
Google Cloud steps up attack on Microsoft, AWS with major sales restructure  CRN AustraliaGoogle Cloud is stepping up its enterprise attack on rivals AWS and Microsoft with a major sales restructuring that places thousands of channel partners...
MG America Hires Peter Spinelli as Sales & Marketing Director  Healthcare PackagingMG America, the U.S. subsidiary of MG2 of Bologna, Italy and a leading supplier of processing and packaging equipment, has hired equipment sector veteran ...
Bedgear Expands Sales Force  BedTimes MagazineMattress and sleep accessories supplier Bedgear, with headquarters in Farmingdale, New York, recently announced a number promotions and new hires.
“I Don’t Have Time To Coach/Do Reviews!”  Business 2 CommunityI sit with management teams discussing Sales Execution Discipline and the importance of a regular coaching and review cadence. Inevitably, during the ...
NICE Nexidia Speech Analytics Provides Hakuhodo DY Holdings Inc. with Innovative Technology to Personalize Customer Experience  MarTech SeriesNICE Nexidia's Neural Phonetic Speech Analytics Integrates with New CONOOTO App. NICE is announcing that Hakuhodo DY Holdings Inc., a world leading ...
Data Is Every Manufacturers' Greatest Strength In A Down Economy  ForbesEconomic and trade uncertainty is the new certainty. Every manufacturer needs to start taking a more data-driven approach to defining the initiatives and ...
Global Biometrics and Identity Management Market 2019 - Industry Production, Trends, Sales, Supply, Demand, Analysis and Forecast to 2024  Market Research ColumnistMarketResearchNest.com adds “Global Biometrics and Identity Management Market 2019 by Manufacturers, Regions, Type and Application, Forecast to 2024” ...
Madewell Files For IPO In Split From J.Crew  ForbesMadewell filed for an initial public offering on Friday afternoon, setting the stage for its anticipated split from struggling parent company J.Crew. J.Crew had first ...
Man who turned hobby into business is making a splash  Romsey AdvertiserAN ANNA Valley man has turned a hobby into a new career thanks to a grant from Test Valley Borough Council.
Integrating Artificial Intelligence in Sales  BBN TimesThe integration of artificial intelligence (AI) in sales can help businesses score more leads, optimise new products and develop personalised marketing ...
Fin Tech Sales Manager - Blackbaud  Built In AustinBlackbaud is hiring for a Fin Tech Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Westcon-Comstor net profit returns to black  ARNnetWestcon-Comstor Australia has seen its net profit turn around from $5.2 million in the red in 2018, to back in the black at $995,952 for the year ending 28 ...
iHeart Promotes West In Philly  Radio InkBecki West has been named Vice President of Sales and Director of Agency Partnerships for iHeartMedia Philadelphia. Additionally, West will continue to ...
Global Digital Content Management for Sales Market 2019 Technological Advancement – GetAccept, Savo, ClearSlide, Seismic, Showpad, Docurated, Mediafly, Brainshark  Rapid News NetworkThe given report is an excellent research study specially compiled to provide latest insights into critical aspects of the Global Digital *Content* Management for ...
Sales Performance Management Solutions Market to Exhibit Impressive Growth during 2018 Ð 2026  TokenhunchA global market research report by Researchunt.com offers the latest published report on global Sales Performance Management Solutions market and Forecast ...
Tag: Customer Communications Management (CCM) Software Sales market  OnYourDesksCustomer Communications Management (CCM) Software Market Is Booming Worldwide | Quadient, Elixir Technologies · September 16, 2019 Shitalesh.
Isuzu Power Solutions taps Lawson for sales management role  Australasian Transport NewsIsuzu Power Solutions (IPS) has appointed Troy Lawson as its sales manager for South Australia and New South Wales.
Business Process Management (BPM) System Market Size, Share, Status, Global Growth, Demand, Competitive Landscape, Sales | Forecast 2019-2025  TornadoNews24Global Business Process Management (BPM) System market report offers in-depth knowledge and analysis results and knowledge concerning Business ...
Sales Performance Management (SPM) Market Global Insights and Trends 2019, Forecasts to 2025  Industry SegmentThe report titled “Sales Performance Management (SPM) Market” has recently added by Market Insights Reports to get a stronger and effective business outlook.
Women and Tech Sales Make a Perfect Match  Business 2 CommunityWhen the word “sales” is brought up, what first comes to mind? Perhaps you picture a man hustling to close a major deal, or a man speaking aggressively over ...
Top Mobile Collaboration Apps that Highlight Key Product Management Trends  Business 2 CommunityThere are 1.8 million apps in the world – and this is the number for the iOS software only! Today, we enjoy the abundance of mobile tools more than ever before.
A capitalist society has to adapt and change with times  South China Morning PostIs a 21st century capitalist society best served by the primacy of company shareholders, or more inclusive recognition of stakeholders, of whom shareholders are ...
Simplification for startups  Delano.luFor the next edition of Entrepreneurs Days on 9 October, the House of Entrepreneurship will welcome Zev Siegl, one of three Starbucks co-founders, as its ...
Hyderabad: BCCM invite applications for PG diploma course  Telangana TodayBharatiya Vidya Bhavan's College of Communication and Management (BCCM), Hyderabad has invited applications from graduations for admissions to its ...
Omni Orlando Resort at Championsgate Appoints Jen Isham as New Senior Sales Manager  Hotel-Online.comORLANDO, Fla. — August 22, 2019 — Omni Orlando Resort at ChampionsGate announces the appointment of Jen Isham to Senior Sales Manager. Isham ...
Sales Coaching, One Size Never Fits All!  Business 2 CommunityToo often, our sales coaching, if we do it, really misses the mark. We tend to look at things the same way, coaching our people the same way–when what they ...
IoT Fleet Management Market Outlook 2019-2025: Cost , Units Sales, Revenues & Applications  Rapid News NetworkIoT Fleet Management Market is a professional and in-depth study on the current state of the IoT Fleet Management industry. This report presents in-intensity ...
How Data Helps Distributors Overcome Profit-Squeezing Obstacles  Modern Distribution ManagementDistributors face profit-squeezing challenges everyday: Salespeople who act more like lone wolves, with too much leeway on pricing and customer focus; The ...
B2B Salestech Adoption Prioritizing AI, Refining Sales Processes To Accelerate Deals  Demand Gen ReportMuch like martech, the salestech landscape — while still not as massive as Scott Brinker's Martech landscape — is growing. There are now more than 500...
TÜDEMSAŞ's Regulation on Assessment and Sales of Surplus Assets has been published - RayHaber  RaillyNewsTurkey Railway Machines Industry Inc. Surplus Assessment and Sale of Assets Regulation. Railway Machines Industry Corporation of Turkey: ...
Private home sales remain strong in August | Property Market  PropertyGuru SingaporeUrban Redevelopment Authority's (URA) Realis data showed that developers sold 1122 new homes in August, excluding executive condominiums (ECs).
WX Brands Promotes Bryan Moreno to Senior Vice President of Global Sales  wineindustryadvisor.comNovato, CA—September 10, 2019— Today, WX Brands is pleased to announce the promotion of Bryan Moreno to Senior Vice President of Global Sales.
Long Tall Sally: Nexstar Ups Sales Pro To C-Suite Role  Radio & Television Business ReportThe man who has spent the last six years as a SVP/Regional Manager in the C-Suite of one of America's biggest broadcast TV companies has just been ...
RFMW names business development manager RF Power  evertiq.comRFMW announces that Philip Knights has joined their organization as Business Development Manager – RF Power products, reporting directly to Mike Carroll, ...
Jewelry Store Management System Market by Product Type, With Sales, Revenue, Price, Market Share and Growth Rate by 2024  Rapid News Network“arcognizance.com” has added latest research report on “Global Jewelry Store Management System Market”, this report helps to analyze top manufacturers, ...
The Most Important Tool for Customer Service  Asia Radio TodayPeady's Selling Engagement. I was recently asked this question by a senior manager “It's been suggested by my team that I get out and meet our customers on a ...
Animal Breeding Management Market 2019 Share, Scope, Stake, Trends, Industry Size, Sales & Revenue, Growth, Opportunities and Demand with Top Key Players: Boehringer Ingelheim, Zoetis, Merck, Elanco, Bayer, Virbac, Ceva Sante Animale  Market ExpertThe Global “Animal Breeding Management Market” 2019 study report provides information on market size, market share, trends, growth, cost structure, dose, ...
Somic America adds sales manager  Packaging WorldSomic America hired Tim Howell as its new East Coast Sales Manager.
NRF and Commerce report August retail sales gains  Logistics ManagementCommerce reported that August retail sales were up 0.4% annually, to $526.1 billion, and were up 0.8% over July's $524.2 billion. NRF reported that August ...
Tech company Pipedrive opens second U.S. office in St. Petersburg  Tampa Bay TimesPipedrive offers sales management tools for small sales teams that need to manage lengthy or complex sales processes.
Empire reports unexpectedly strong first-quarter results  TheChronicleHerald.caCanada's second largest food retailer reported first-quarter results for fiscal year 2020 Thursday that may have surpassed even management's expectations for ...
ElectraMeccanica Appoints EV Auto Industry Executive David Neace as Director of Sales  GlobeNewswireFormer Tesla Sr. Program Manager to Lead Sales Program for ElectraMeccanica.
HSMAI Event Will Feature Critical Alignment – Sales, Marketing, Revenue Management, Operations Customer Acquisition Teams Working as One  PR Web(PRWEB) September 14, 2019 -- The Hospitality Sales and Marketing Association International's Washington D.C. Chapter will host Sales, Marketing, Revenue.
BEDGEAR Expands Sales Force and Supporting Sales Teams  Furniture World MagazineBEDGEAR recently announced six strategic new hires as well as the elevations of three employees within the company that will help to support growing sales ...
Sales Performance Improvement, Where to Start  Business 2 CommunityI wrote, “Improving Sales Performance Without Changing How You Sell.” Readers started responding, “This is great, where do we start?” Here are some ...
Marketing Manager job with Mansueto Ventures | 403644  mediabistro.comAbout Us. As the publisher of both Inc. and Fast Company, Mansueto Ventures is home to two of the most iconic and vibrant brands in the world of business ...
Avanti Makes Executive Appointments  TravelPulseWHY IT RATES: Strong growth and a commitment to travel advisors led to the promotions. —Janeen Christoff, TravelPulse Senior Writer ...
Aesthetic Management Partners Appoints Mr. Steve Catone as Vice President of Sales  Business WireAesthetic Management Partners, a business propeller that delivers growth and innovation strategies in the aesthetic industry, announced today that the.
Virgin Media Television Makes Key Appointments to Commercial Team  AdWorldVirgin Media Television has made a number of key senior appointments to its commercial team. Frankie Carty has been appointed as Head of Agency Business, ...
[Video] Fastline Media Group at the 2019 Dealership Minds Summit  Farm Equipment PublicationJeff Rushton, vice president of marketing for Fastline Media Group, talked with Farm Equipment at the 2019 Dealership Mind Summit in Peoria, Ill. A title sponsor ...
Bill of Material Management Software Market Climbs on Positive Outlook of Booming Sales By 20219  The Market JournalAn extensive analysis of the Bill of Material Management Software market strategy of the leading companies in the precision of import/export consumption, ...
[Video] Iron Solutions at the 2019 Dealership Minds Summit  Farm Equipment PublicationTodd Branson, senior national account executive for Iron Solutions, talked with Farm Equipment at the 2019 Dealership Mind Summit in Peoria, Ill. A title sponsor ...
Seven things you can do right now to improve your sales results  SmartCompany.com.auIt's pretty easy to sell in good times. However, it's the test of any business and its leadership team as to how they sell in the tough times.
Niigata Restructures North American Sales for Molding Machines  Plastics TechnologySales, *service* and support, parts and repair will be handled directly from Illinois HQ.
VP Sales America – IT, Healthcare & Industrial Finance - 2639  Asset Finance InternationalOn target earnings $350,000 which are also totally uncapped. Earnings will be guaranteed at this level for at least 1 year potentially 2 years. Plus professional ...
[Video] Montag Mfg. at the 2019 Dealership Minds Summit  Farm Equipment PublicationBrian Johnson, sales manager for Montag Manufacturing, talked with Farm Equipment at the 2019 Dealership Mind Summit in Peoria, Ill. A title sponsor of the ...
Avery Brewing Company - Sales Director - Brewbound.com Craft Beer Job Listing  Brewbound.comAvery Brewing Company. Sales Director. SUMMARY The Chief Sales Officer provides leadership, direction and resource stewardship to the organization's sales ...
West One Loans appoints new managing director for buy-to-let  Mortgage Finance Gazette OnlineAndrew Ferguson has been appointed as managing director, buy-to-let, at West One Loans.
Ping Identity names Heath Christie as next APAC channel chief  CRN AustraliaIdentity management vendor Ping Identity has named Heath Christie as its new Australian channel chief. He replaces Ping Identity's first APAC channel chief ...
Intent Data: A Direct Line into Prospects Ready to Buy Your Product or Service  Business 2 CommunityImagine sitting down at your desk, opening up your laptop, and discovering a button you'd never seen before on your browser homepage. That button, once ...
101 Sales, Marketing & Agency Management Ideas; Market: High Net Worth, Intellectual Property; Corporate Profiles - Fall Edition  Insurance JournalInsurance Magazine issue from Insurance Journal. View the full issue for Insurance Journal West 2019-08-19.
A Ban on Flavored E-Cigarettes Would Sharply Cut Sales  The New York TimesCompanies and trade groups are weighing the risks of fighting a proposed ban on most flavored vaping products, to protect mint and menthol varieties.
With RSN Arrivals, Sinclair Secures Jamison For Sales Role  Radio & Television Business ReportA woman who began her career in 1993 as an Affiliate Marketing Manager for Fox Sports Florida and since 2007 has been an executive board member of ...
Sales Representative at American Dream Home Improvement  Milwaukee Business JournalAmerican Dream Home Improvement, Inc. Sales Representative (Restoration Specialist) HIGH INCOME & UNLIMITED EARNING POTENTIAL Are you seeking ...
Construction slowdown hits aggregates sales  Aggregate ResearchMarket activity in the UK and Irish aggregates sectors is currently fairly flat, but industry representatives are bullish about long-term prospects.
Springfield manufacturer hires new marketing specialist  Springfield News SunSweet Manufacturing gets new marketing specialist, who previously served as the Director of Marketing for Nexstep Commercial Products.
National Sales Account Executive  Food DiveDelivering organic integrity to everyone, everywhere. We believe in organic agriculture and offering consumers the choice to buy dairy products made without ...
Application Performance Management (APM) Market 2019 | Growth Analysis, Opportunities, Revenue and sales, Trends and Developments, Forecast by 2025  Mach TribuneApplication Performance Management (APM) Market: Snapshot. Application Performance Management (APM) Market research report gives detailed information ...
Hyatt House manager is Minot ambassador | News, Sports, Jobs  Minot Daily NewsLorena Starkey found an unexpected love for the hospitality industry when she signed on several years ago as sales director for a new hotel about to open in ...
5 Ways to Improve Your B2B Customer Experience with Sales Enablement Technology  Business 2 CommunitySeismic's leading end-to-end sales enablement solution for enterprises increases sales efficiency and marketing effectiveness by delivering the right *content* at ...
What is a CRM Model?  Business 2 CommunityYour company has a serious problem. Customers are leaving left and right, taking streams of revenue with them. You can't figure out what's going on — your ...
Helping Your Customer Make Sense of Complexity  Business 2 CommunityMaking a buying decision has never been more complicated. Your customers have access to an overwhelming amount of information – often inconsistent, and ...
I Have a Problem With “Storytelling”  Business 2 CommunityStorytelling seems to have come into fashion over the past few years. Too often, we have tried to overwhelm our customers with logic, data, and facts; expecting ...

Energize Your Organization

No matter what you do, it seems, your employees do... Read More

Whats a Professional Sales Manager?

I was in the depths of a major depression. As... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts... Read More

How Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to... Read More

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

Discounting Your Way Into Sales Oblivion

I don't even like saying the word d---------g. I have... Read More

How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail

In a classic business-to-business print ad from the late 50's... Read More

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition

Business can be like war sometimes.You may have to fight... Read More

The Art of Sales (And Tips On How To Manage Your Sales Team)

Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More

The Sales Carpenter

I remember moving my family to Argentina as Vice President... Read More

How to Increase The Sales Of Promotional Products

I have searched for a new way to increase the... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

Increase Your Sales Accept Credit Cards, Part 2

In part two we will discuss overcoming objections, which credit... Read More

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

How to Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience... Read More

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth... Read More

3 Secrets That Set The Context For Sales Success

In today's competitive environment, every organization is trying to improve... Read More

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal... Read More

Business Career, Executive Coaching Article - Perfection vs. Excellence

"(Howard) Hughes never learned how to convert his knowledge to... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... Read More

Management From Within

Inspiration and Management from Within ? Part 2.The more you... Read More

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill Borders stepped up onto the podium. He had just... Read More