Habits and Self-Image

Habits and Self-Image

Question and Answer Q. My sales people all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to actually do what they know is the right strategy? A. You are up against a problem that goes back to...
I’m too busy to …

I’m too busy to …

How many times have you said that?  It’s a very common response to almost every request.  Unthinkingly, rather than think about the request, we default to blaming our busy schedule. I can understand.  You are not alone.  Almost every businessperson today has too much...
Creating Long-Term Goals

Creating Long-Term Goals

One of the habits often practiced by highly successful people is the habit of regular goal setting. There is a reason for that. Goals compel you to work with discipline and concentration rather than going about your job mindlessly and routinely. Goal setting is a...
First,  The Sales Managers

First, The Sales Managers

Every sales organization understands that their sales force – it’s health and strength – is the company’s primary strategic asset.  And that means investing in the improvement of the sales force.  Most astute principals and chief sales officers realize that in this...