by Wes | Jun 23, 2013 | Goal Setting
Seven years ago we hired a professional sales trainer to work with our Branch and Sales Managers. While he presented and helped us with the entire sales process, I think the greatest benefit he taught us was the importance of setting goals. He worked with us not only...
by Wes | Jun 19, 2013 | Sales
When I’m working with Sales and Account Managers I frequently hear the same questions and comments. The conversation usually gets around to the Account Manager saying: “I wish I could grow my sales.” “I wish I had more time to make sales calls.” “I wish or need to...
by Wes | Jun 16, 2013 | Sales
I’m watching the U.S. Open this weekend and got to thinking about their pre-swing routine. I’m pretty sure they have practiced this routine many times and they know it gives them the greatest chance of being successful. I’m wondering why we as Account Managers and...
by Wes | Jun 12, 2013 | Sales
This is a continuation of the last post “Are you the Salesman or the Rabbit”. You may be wondering why I would give so much time to this topic. I guess it’s fresh on my mind since we recently had an Account Manager who unwittingly played the role of the Rabbit. I...
by Wes | Jun 8, 2013 | Sales
This weekend while doing my normal Saturday morning yard chores an older model white van pulled up. I didn’t recognize the van but the sliding door opened and out hopped a young man who could have been no more than 5 or 6 years old. My first thoughts were he...
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