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If meets expectations isn't acceptable, then it shouldn't be “Meets”. Those goals should be “Requires” and an acceptable “Meets” expectations standard should be established. Of course that creates the quandary, If someone achieves the new accepted standard, Does that mean “Meets” expectations is good enough? Of course! I'll let you in on a secret. Read More

The best relationship you can build at work is with your boss. Most people come to work and focus their attention on building relationships with their co-workers and with their clients, but they don't even think about building a strong working relationship with their manager. The irony is— interactions with your boss can make or break the emotio Read More

Business leaders and owners are battling through similar challenges these days. “My business is down, we are struggling, the economy is killing us. I have our team doing what we did in '93, but this time it just isn't working—” Your entire team is watching you and they are wondering— Read More

There are reasons why people worry about selling on price... Shame and Embarrassment - Client Retention - Margins, Quotas, Commissions - But there is another point of view... Read More

I recently had the opportunity to join Joe and Mike on the SalesRoundup Podcast. Checkout the rundown of all the things we talked about during the podcast— then press the play button at the bottom of the post to listen to the show! Read More

I often notice managers and executives frown upon sales people who sell solely on price. The sales rep gets into a situation where... Read More

Earlier in the week I promised to share an “old school” tactic that I use to overcome negative thoughts and emotions. I'll start by admitting there is one main thing that affects my attitude. I expect to produce massive results and make a lot of money. At points where I am not producing these giant results, I find myself fighting negative frust Read More

I've been thinking a lot about how the economy— summer time— and various other challenges have been affecting sales people and their attitude lately. It seems like decision makers are either already on vacation, or they are overwhelmed with completing projects just before going on vacation. Then there are those who are just plain dragging their Read More

1. Power - It isn't about who has the most authority. It is about who has the most influence. Develop unity among the most persuasive members of your team. 2. Character - Integrity is the strongest foundation when building long-term success. 3. Hope - People quit when they don't see a light at the end of the tunnel. The leader must... Read More

If you walk into a room of hard core sales hunters and say, “It's all about relationships,” your audience would likely cringe. Not necessarily because they don't like the idea, but because they can't relate to the concept. On the other hand, if you were to make the same statement in a room filled with account managers and business owners, you'd li Read More