Change management for the sales professional “Challenging the Norms” was actually an evaluation requirement at one point in my career. It was a formal requirement that we were supposed to frequently challenge the status quo. I really enjoyed this requirement as it had the tendency to shake things up and get teams out of […]
And other things you shouldn’t try at home Last time, we talked about the slinky toy that was handed out in a sales training course. The slinky was symbolic to the continuous process of selling and following up with prospects and customers. If you missed it The Slinky and the Sales Manager. During this same course, […]
Top lessons for every Ag Sales Professional from McDonald’s A few years ago, the movie “The Founder” came and went quickly through theatres. So fast, most of us never had a chance to see it. Flipping through Netflix recently, I had a chance to watch it and was amazed by the great sales lessons you […]
Thrown out of a feed store? Had your business card thrown back in your face? If the answer is yes, great! That means you are trying. My next question is: “When did you go back?” We’ll get to your answer in a minute. If your answer is no, not so great! My next question for […]
The Path to Success They say you arrived where you are today because of your choices. Your career, your spouse, your financial situation and happiness in life…all due to your choices. If we accept that as true and we consider the fact that we often take the path of least resistance, we have a recipe […]
Assessments Sustainable Training A Coaching Environment Organization Complete Article First published in Ag Innovator – Summer issue by Farm Equipment Manufacturer’s Association
That feeling when you finally get your truck out of the rut and start moving Keep the momentum going! Welcome back to the journey to reinvent, reinvigorate and recharge. If you missed the previous article, here’s the link to the complete article Teaching an Old Sales Person New Tricks, and here’s a quick summary: Review […]
This is my 15th Horse Fair! What could possibly be different? As I loaded up the minivan with promo material, samples and booth accessories, I was dreading the next 4 days. Every year, for the last 15 years, I made the journey to set up and work the booth at the national horse show. […]
As a salesperson, you can tear down the walls that separate! As a sales trainer, consultant and coach, I start the process with a deep dive into current sales team strengths/weaknesses and the reinforcement or changes needed. This discussion typically goes on with the general manager or VP of Sales. In almost every case, […]
Internal Networking: “Quit Coveying” at Sales Meetings! We could see Rob, our sales manager, coming from across the auditorium. We knew we were in trouble. Not real trouble. Just that humorous kind of trouble that he used as a great management tool. It was July and like many companies in agribusiness, we were having our […]
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