The salesperson in me would love to be spontaneous and make decisions based on my gut instincts. But the business owner in me knows that your gut can only take you so far before you must confirm and adjust your direction based on the numbers. by Kendra Lee It’s that time of year again when we all turn to goal setting. And it’s not just because it’s the beginning of the year and people are setting New Year’s resolutions to exercise...
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by Dr. Janet Lapp There are two main reasons why talented and intelligent salespeople are poor performers. These pointers on how to control time and life snatchers will help you take action and start performing! Stop Scatter and Start Selling! Did you know that top sales performers spend between 75% and 95% of their time on high-payoff or ‘worth-it’ actions? Low performers spend between 25% and 40% of their time on...
Read MoreSellers need to define and focus on their mission and priorities, from which they set specific goals and boundaries. These can then be used as filters to decide what to read, how to spend your time, what new skills or tools you need to acquire. By Kendra Lee, President, KLA Group I recently read an article about chaos theory and the emergence of what the author dubbed “Generation Flux” – a generation of people defined, not by...
Read MoreBy Kendra Lee, President, KLA Group Freaking out? You’re not alone. If there’s a universal truth in sales, it’s that the start of a new year means everything starts over. Whether you had a terrific 2011 or not, whether you create your own goals or they’re handed down, we’re all in the same boat. We’re facing new revenue goals for 2012, and I’ll bet yours are higher than last year’s. Take a deep breath. We’ve helped hundreds of sellers...
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