Monthly Archives: August 2019

Do you finish what you start? Or – like me have many projects ready to go!

Posted on by

I have many things and projects in my office of “Started but unfinished ideas/projects/business”.  Do you?

Over many years these things have been piling up around me.

Some projects were doomed from the start.  Other projects are staring at me ready for action.

What things have you started and never finished?

What ideas or dreams are waiting for you in a file or a stack of papers as “Started but unfinished”?

It’s time to start now and head them toward completion. 

For me I have had two projects on my mind:

  1. Finishing writing the details of a one a 1 year sales accountability plan.
  2. Restart my learning and playing guitar. 

Pick at least one project or idea and begin!

Put this on your goal list and monitor and record daily work toward seeing a finish line and completion. 

Even if you only work a few minutes per day, you will be surprised how quickly the idea or project will take shape.

Then it can be ongoing or complete.

William Shakespeare – “All glory comes from daring to begin.”  Good Luck!

7,500 — A magical sales number?

Posted on by

How are your numbers going for 2019?  Do you know your numbers? Do you track your numbers? Or – Do you let things happen and hope you have a good year?

Daily behaviors completed and measured get results. 

I utilize and require salespeople working with me to use a tracking system consisting of 7,500 points per year. 

I know that if a salesperson does the behaviors consistent with Prospecting, Telephone, Email, and Face-to-Face customer contact at a rate of about 33 points on average for 230 working days per year, can bring in $3,000,000+ in sales bookings for the company.  It is a proven process.  It works.

Many sales people won't do daily behaviors. Doing and tracking is hard. 

A lot of sales people get little or no training in selling behaviors.  I’ve met, hired and fired sales people who are afraid of the accountability a system creates. 

Couple a good behavioral system with consistent on-going training and sales happen. 

Let me know if you want more point system information.  I'll also direct you to some good sales training to go with it.

5 – Tips to keep your “GOALS” moving!

Posted on by

Many people have stopped working on their Goals for year 2019. 

Hopefully you have made it easy to see your goals and review them for progress frequently.

Here are 5 tips to keep your goals moving for 2019:

  1. Make sure you have goals written down and easy to find.
  2. Look at your goals daily.
  3. Make time to work on your goals daily, even if you spend a few minutes.
  4. If a goal seems too hard, revise it.  Look at smaller parts of each goal to work on.
  5. Never give up! — Make 2019 your best year yet!

Good Selling or Bad Selling?

Posted on by

Many years ago, I had one of the best Receptionist/Gatekeeper in business, she understood and could stop non-essential salespeople from getting through.  One day she brought me a package.  It had been hand delivered.

In the package was a T Shirt from my alma mater — Indiana Institute of Technology. There was a note from the salesman requesting an appointment, and comment that he hoped I appreciated his effort to get my school T shirt.  He said he would call in a few days.

I graduated from IIT in 1973 with a Bachelor of Science in Mechanical Engineering. The idea that this salesman had gone to the trouble to get me the shirt was unique and I liked his style. 

I instructed our receptionist/gatekeeper that I was impressed by this salesperson and that when he calls I will take the call.  After a little research on his company, I was pretty sure I would not need his services.  However, I would listen to him and then if possible direct him to a referral.

He never called!

How many times have you had seemingly good salespeople just not follow through?

Good selling or bad selling?