What is your top concern in managing a sales team?

Brent Mellow (Helping businesses improve their results with salesforce.com and the Force.com cloud platform.) asked the following question on LinkedIn:
What is your top concern in managing a sales team?
Here is my response:
Hi Brent,
My top concern in managing a sales team is always getting the team to  effectively maximize their selling time.
By spending more time in front of [...]

Dating and Sales – It’s not that different

I think we have another convert to the Sales Dating philosophy.
Here is an article by Greta Schulz.    http://www.b2bsalesplaybook.com/clubportal/ClubStatic.cfm?clubID=2173&pubmenuoptID=24674  Greta Schulz is the President of Proactive Training.
Dating and Sales – It’s Not That Different
Remember when you were dating, and you went out with someone for the first time? For example, let’s say you’re female (though the principle [...]

You Inc.

One key to becoming a success in sales is to approach your career as if you were running a business… You Incorporated.
Just think you are the CEO of your company (you get to make the overall, big picture decisions.)
You are also the VP of Sales and Marketing (You have to market and sell yourself )
You are [...]

Motivatonal Quote: Team Spirit

“Team spirit is knowing and living the belief that what a group of people can accomplish together is much larger, far greater, and will exceed that which an individual can accomplish alone.”  – Dianne Arias

Motivational Quote: Potential

“At the beginning of the day it is all about possibilities, at the end of the day it is all about results.” – Bob Prosen

The 7+ Habits of Highly Effective Husbands- Habit#8: Use “The Pause” …Wisely

Before I tell you what “The Pause” is, I need to let you know a little bit about my wife. She is a type-A person who is always on the move. In fact I believe she only has two speeds… high and off.
And though she’s very smart, she sometimes doesn’t realize just how smart she [...]

We got lucky!!! Update on Mom’s condition after the stroke

First off thank you to everyone who expressed their love and kept my Mom in their prayers, in person, on the phone or online (on Facebook, through Email or on this blog) during this challenging time.
A week ago, my Mom suffered a stroke. (To read more about it check out my previous post titled: The [...]

Motivational Quote: Conversation

“Next time you are having a conversation ask yourself if you are really communicating or are you just taking turns talking.” – Richard Elmes

The Dark Sucker Theory – Part 2

In my previous post, I talked about a little known theory that can change the way you look at things.
This theory is called:
The Dark Sucker Theory
Here is the rest of the theory:
Dark has mass. When it goes into a Dark Sucker, friction from the mass generates hear. Thus it is not wise to touch an [...]

Changing Perceptions: The Dark Sucker Theory

One of the key things to remember when you are delivering a speech or training session is that often you need to shake your participant’s deeply ingrained perceptions. One of the tools that I use to condition this change is a single sheet that I will put on my participant’s table at either one of [...]