Motivational Quote: Power of Results

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“Nothing motivates like results.” – Dr. Robert Lewis, Creator of Men’s Fraternity

Motivational Quote: Happiness

“Happiness is not a station you arrive at, but a manner of traveling.” – Margaret Lee Runbeck

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 the right customers. (Those “A” clients who are most likely to buy our solution) Instead of wasting valuable selling time on administrivia and unproductive (and unprofitable) prospecting.

Also Paul Green (Member at UK Business Advisors Limited) added the following information on how salespeople spend their time.

A recent survey indicated that a poor salesperson spend their time as follows:

Active Selling 10%
Prospecting 10%
Problem Solving 14%
Downtime 17%
Travel Time 18%
Administration 31%

A good salesperson should ideally be allocating their time as per below:

Active Selling 35%
Prospecting 25%
Problem Solving 15%
Downtime 10%
Travel Time 10%
Administration 5%

If you would like to discover how to effectively maximize your sales team’s valuable selling time.

Call me @ 519-820-6207 and ask about my full-day training program titled: Prospecting Profitably

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

Communication Skills on the Election Campaign Trail

Well it’s official!!!

It was just announced that Canada is going to the polls on October 14th, 2008 in order to elect a new government.

Now with election campaigns running full steam ahead on both sides of the border (Canada and United States of America) we have an amazing opportunity to experience more leadership speeches and debates than ever before.

Whether it is Stephen Harper or Stephane Dion,  John McCain or Barrack Obama, in order to be able to lead effectively, you need to be able to clearly communicate and sell your agenda.

This experience will allow us to experience just what a difference communication skills will make.

Stay tuned as we wait for the results.

How to keep your career in the fast lane? Enlist your pit crew

One thing that I discovered about all the successful people that I have met is that they didn’t achieve great things alone.

My mom likes watching NASCAR racing on TV. Her favourite driver is Jeff Gordon. http://www.jeffgordon.com

Jeff (or Jeffy as she calls him) has proven to be one of the all stars on the Stock Car Circuit. But even if Jeff Gordon was at the top of his game and his car was the fastest on the track during the race, he may still not win. Because when Jeff pulls into the pits to fill up with fuel and change tires, if one of his pit crew forgets to put on a tire, he is going nowhere.

Life is like that as well. It is a team sport and you need other people to help you if you are going to succeed.

These people are part of your pit crew and they can provide you with many things including:

Information / Advice: Others may have information that could be critical to your success. They have experiences that may help you avoid many hardships. Listening to them is a good start and it can help you avoid many mistakes in the future.

Encouragement / Emotional Support: There will be days when you need a pick-me-up. Some timely encouragement or words of wisdom can get you through the rough times.This is when you need a cheerleader in your pit crew. Someone who believes in you and believes in what you are trying to accomplish.

Accountability: Having someone hold you accountable for your actions, making sure you do what you say you are going to do will bring amazing results. Because now you are not only letting yourself down, but your accountability partner as well. And you will find that sometimes it is less painful to just do what you promised to do, rather than trying to explain to your partner whay you didn’t do it.

These are the three things that I bring to the table for my coaching clients. But you don’t have to hire a personal success coach in order to move forward. Perhaps family or friends can fill this role. Sometimes different roles will be filled by different people. Either way the results will be a synergy that will allow you to stay focued on your dream and ge there faster than you could ever on your own.

“You can reach greater heights as a team, than you can individually.” -Richard Elmes