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The SalesRoundup Podcast
Get Discovered! PDF Print E-mail
Sales Jobs - Networking

Sales GravyI once heard a wise Sales Vice President say that most salespeople are either just starting a new job or thinking about their next one. That may or may not be true however; if you are in sales you can be absolutely certain that sooner or later you will be looking for a new job. In fact the vast majority of Sales Professionals are changing companies every 24 to 36 months.

Sales is brutal.  Companies are demanding more of their sales professionals and have less patience for slips in performance. If you are having a tough month or quarter, it will be harder than ever before to recover and keep your job.  Add to this reorganizations, reconfigurations, commission policy adjustments, and management changes (recent studies indicate that the average tenure for sales management and leadership positions is only 18 months), and you have a recipe for sales turnover unlike anything we have ever experienced before. Some companies are facing turnover in excess of 100% annually.  In today’s business environment, if you are a Sales Professional, you can be virtually certain that sometime in the next few years you will be looking for a job.

So given this information what is your best move now?  Here are some tips:

Competition is the Key to Excellence PDF Print E-mail
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Sales Skills & Training - Competing
Sales Gravy LogoFor a lot of salespeople the mere mention of a top competitor sends a chill up their spine. And for some, as soon as they learn that a feared competitor is in one of their accounts, they just give up.

This was what it was like a decade ago when Tiger Woods emerged on the golf scene. After his impressive first win at Augusta the rest of the pros went running for cover. In tournament after tournament Tiger was the presumed winner and before play even started many of the top pros simply surrendered. A decade later, Tiger is still the best player in golf. However, it is no longer a given that he will win most tournaments. Ten years after he stopped the world of golf in its tracks everyone has risen to a level where they can compete with him toe to toe and because of this professional golf as a whole has become better and even more competitive.

So here is a question for you? Does your competition strike fear in your heart or does it make you better?

Don’t Gamble on Low Probability Prospects PDF Print E-mail
Sales Cycle - Qualification
Jeb Blount LogoIn the chorus of Kenny Roger’s famous song, “The Gambler,” the old gambler urges the young man to, “know when to walk away, know when to run.” I’ve given the same advice to thousands of Sales Professionals – advice that has rarely been heeded. Packing up and walking away from a deal that is going nowhere is one of the hardest things to do in sales. Even some of the best salespeople I know have continued to work on accounts that, from any observer’s point of view, were a complete waste of time, only to regret the energy, time, emotion, and resources they poured into it once the deal was lost.

Then there are the legions of salespeople who never seem to let go. They hold on until the final painful moments when prospects, who never had any intention of buying, finally break the truth to them. They make excuses to their sales managers and they angrily blame the buyer, market, or competitors.

Yes You Can! PDF Print E-mail
A Sales Lifestyle - Professional
Sales Gravy LogoOne of my favorite quotes goes something like this: “Jealousy is the tribute mediocrity pays to excellence.”

It reminds me of the scene in the inspirational movie “In Pursuit of Happiness” when aspiring stockbroker Chris Gardner played by Will Smith tells his son “Don’t ever let somebody tell you you can’t do something, not even me.” In this powerful scene, he goes on to teach his son that there are people everywhere who are quick to tell you that you can’t reach your goals or achieve your dreams. Because of their own mediocrity and failure these people discourage success. They are jealous of and hate anyone who wants to be or achieve more and they will do almost anything to bring everyone down to their level.

The problem that faces dreamers is that these people make up the majority of the population. Just think about it. 90% of the people in this world are fighting over the same bone and when a dreamer comes into their midst and says, “You can keep that bone I’m going to start my own business, I’m going to make presidents club, I’m going to get a promotion, I’m going to write a book, I’m going to run a marathon,” the horde of mediocre people simply cannot accept it and they immediately attempt to tear the dreamer down with discouraging words and worse, deliberate roadblocks. And when words or roadblocks don’t work the dreamer is simply labeled as crazy.

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