Best of Sales Total Sales Manager Managing Sales and Developing People An Update On My Two Pound Friend Several weeks ago I wrote about an event that has had a rather dramatic effect on my family. The event was the birth of our grandson Jackson Edward Fitterer. Jackson was two pounds and was born in the 25th week of our daughter’s pregnancy. As of today young Jackson is doing OK. He is not, by [...] Sales Management Issue: How Do You Motivate A Lazy Salesperson? Part 2 Earlier this week I wrote about one of the issues that every sales manager faces-motivating a salesperson that is either lazy or has poor work habits. It’s possible that some reps have never learned the right way to work a territory or to work productively. Statistically it is possible but, from this ancient mariner’s eyes, [...] Sales Management Issue: How Do You Motivate A Lazy Salesperson? Maybe the better question is, can you motivate a salesperson who has a lousy work ethic? And then, where do you start the coaching process? From experience I can tell you that the hard-nosed approach will not miraculously cure the sales rep that likes to quit at 2:30PM and head for the driving range. Discovering [...] Enjoy Life Because You Never Know When The Bolt Out Of The Blue May Hit You! One of the things that I learned about myself is that I like to write when I need comfort. Now is one of those times. If you read my last post you know that young Jackson is our latest grandchild. Jake (my name for the little hombre) was two pounds when he was born. For [...] Hello, My Name Is Jackson And I Am Two?Pounds! I don’t know anything about blogs, heck I was just born yesterday but fortunately I have this O.G. (Old Guy) that likes to write so I’m gonna have him help me. I probably shouldn’t call him Old Guy, after all he is my gramps. He and I sort of have this ability to talk to [...] Sales Management Issue (SMI): Fear of Calling at C-Level-Part 2 Earlier this week I wrote about the rep who has bone-chilling fear of talking to the person in the corner office or the ultimate decision maker or the person two steps up from their contact person. The pundits on the blogosphere can quip about tactics and cure-alls but the bottom line is how do you coach [...] Sales Management Issue (SMI): Fear of Calling at C-Level Let’s face it, everyone at some point in their life has fear about calling on the person in the corner office. I had it until 1978 0r 1979. How I overcame it is worth noting. I was working in the medical device world at the time. I was trying to convert business at St. Mary’s [...] Sales Management Issue (SMI)-How To Control The Sales Motormouth? I have always been a fan of series. They keep people interested as well as provide a bit of anticipation that something good is in the offing. With that said here begins a series I will call Sales Management Issues or SMI. Since I spent three years in the Army I have grown fond of acronyms. I have managed a [...] What A Golf Infomercial Taught Me About Qualifying! About a year ago I was consulting with a client who had absolutely no problem generating leads, in fact I could have made the case that they were getting too many. Leads are great but if they aren’t being closed or closed fast enough then what worth do they have? I looked at their pipeline and [...] If You?re Just ?Selling? Stop; If You?re Finding Buyers Have At It! I absolutely love my clients-past, present and future! In one of my not-too-distant posts I will share with you how many of these folks have impacted me and their marketplace. It has been great fun for me to have been a part of their lives. But that topic will hold for another day. I had coffee today with one [...] [ Back ]

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