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Lee Novak

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Top Stories by Lee Novak

Dear Lee, I have a tenured sales person who has a history of overachieving his sales quota for the past three years. In fact, he has been one of the top performers in the company and is excellent at closing business in competitive accounts. However, his service after the sale and his follow through is the worst on my team. Clients have complained frequently about feeling as if, he only cares about them when he is selling them something and then he disappears, doesn't return phone calls, etc. I have attempted to coach him on this deficit but quite frankly, he doesn't take criticism very well and I have seen no improvement. How can I counsel him to improve without damaging his level of high performance? Frustrated in MN Dear Frustrated, As a Manager you have to always manage with the following three pillars. First is the CLIENT, second is your TEAM and third is th... (more)

My Quota is Gigantic!

Dear Lee, Last year I was a record setting sales rep at my company selling high tech solutions. Today I received my annual quota for the new year and was shocked to see that my account list shrunk by 10% and my quota is the highest in the company.  I am  very frustrated with this. I attempted to negotiate a reduced quota with my manager but he dismissed my request, saying that he has full confididence that I will figure it out. My quota is gigantic but my spirit is weak. Any suggestions? Down in the South -   Dear Down in the South, I am sure that you are familiar with the bib... (more)

Twenty Five Motivational Quotes and Thoughts for Today's Sales Leaders

The following represents twenty five of my favorite motivational, thought provoking and inspirational quotes which I have accumulated through the the years. I hope that you will find them useful, enjoyable and entertaining as you prepare to slay the competitive dragons! OVERCOMING OBSTACLES AND SETBACKS 1) Fall Down Seven Times Get up Eight. 2) If you are going through hell (lost a deal, behind plan, etc.) keep going. 3) Believe that you are going to turn this setback into a comeback! It is inevitable that some defeat will enter even the most victorious life. The human spirit is never... (more)

A Sales Success Story - Overcoming the Price Objection

Sales & Marketing on Ulitzer A few years ago, I was asked by one of my best sales executives to assist in salvaging a large contract with an Arizona client. The Sales Executive and his team had performed extensive business analytics, developed strong support from the client’s management team and had even received a verbal approval from the key decision maker, Mr. C. However, at the last minute, Mr. C. cancelled what was to be the closing meeting for this nearly 2MM contract. During my "salvage" meeting with Mr. C. he shared that, although he felt good about our technology solutions... (more)

21 Daily Creeds for a More Successful and Fulfilling Career and Life

The Difference between a Piece of Coal and Diamond is how Long it Has Been under Pressure. The best way to move the Mountain of Fear, Defeat and Despair is one stone at a time. What follows are 21 Daily Creeds for a More Successful and Fulfilling Career and Life: I. I will always seek and merit divine help II. I will succeed at home first III. I will never compromise with honesty IV. I will keep a sense of humor regardless of my circumstance V. I will defend those who are absent and those who are weak VI. I will obtain counsel by others VII. I will be sincere yet decisive VIII. I ... (more)