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)
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)
Recently, a former sales mentor of mine named John Tuohy passed away. Mr.
Tuohy was an award winning field sales representative who seemed to have an
endless array of tactics and sales strategies that he used to sell his
products.
I was fortunate to have him take a liking to me as a “green pea sales
rep” and although he and I worked on two different sales teams, Mr. Tuohy
was always willing to share his thoughts with me - not only about sales but
also about life when we would attend our monthly sales meetings in Dallas,
Texas.
I lost touch with Mr. Tuohy a few years after he reti... (more)
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)
Google “what it takes to be a successful salesperson” and one will get
121,000 different perspectives on what it takes to be one. However, in
today’s competitive landscape what companies are truly looking for is, the
rare individuals who can overachieve the sales and revenue goals, retain and
increase the share of wallet of the existing client base and have the ability
to drive new business in the unsold prospect arena.
Sales Organizations want Magnetic Sales Professionals not simply, successful
sales associates. They want individuals who will create a positive legacy and
at the ... (more)