A lot of times typical sales messages and lessons are targeted more toward the outgoing extrovert, leaving some of us less outgoing professionals to think, “Yeah that’s a great idea, but I could never do that.” 

1. Develop a reputation of credibility.  Do what you say you will do.  Be where you say you will be.  And finish what you say you will finish when you say you will finish it.  Build a reputation as someone people can count on.
2. Handle change with grace. Businesses change on a daily even hourly basis, by proving you can keep pace with those changes management will see your leadership potential. When..

According to a recent survey from Right Management, 60% of people intend to pursue new job opportunities in 2010 and another 21% think they might leave their current position and are already busy networking.

In a survey from Harris Interactive this year, it was reported that 51% of employees DON’T want to become mangers, and that 69% of older workers over the age of 64 are not interested in a promotion either. One hypothesized reason for this unwillingness to move up is the lack of quality developmental programs for managers. Employees are literally afraid of getting more responsibility with out..

Last week we talked about a post from Selling Power discussing the top issues on the minds of sales leaders in 2010.  Shortly after posting I came across these interesting new stats published in the December/January edition of E-Learning Magazine from the Spring Board Project.  I would say these statistics create a strong case for why we need to continue to train our employees.

We talk often about coaching employees, and constantly helping to develop them into superstar top performers. However as we have all experienced one time or another, sometimes it’s not what you say, but how you say it. If not done in a friendly and open way employees or anyone for that matter could become defensive and closed off. This concept applies not just for managers speaking to their..

In a recent blog entry from Selling Power, Ten Challenges on Sales Leaders Minds in 2010, they discussed the top issues that will be plaguing the minds of sales leaders in the upcoming 2010. Issues 4 and 5 caught our attention because they hit so close to home for our company by discussing the need for improved training techniques. We often write about the emerging need of managers who coach and..

When a sales person happens to display leadership abilities, typically we promote them to management or lead sales rep.  But shouldn’t all reps have sales leadership skills?  Skip Anderson made a great point in his recent blog post he said, “Leaders have the ability not only to lead, but also to easily get others to follow, a helpful skill during sales interactions.” We associate leaders with..

I often laugh when I hear people say they could never do sales. When I ask why, they state all that rejection and hearing the word "no". It hit me, that's why so many people actually fail at sales because they hear the word "no" so often. The sad fact is they should never hear that word if they follow a simple to use sales formula. 1. Ask (open-ended questions, these usually start with "what" or..

As the new year begins and we take off with a fresh start, many people are sharing the top to-do items to making 2010 a successful year.  We would like to share with you a great article from the Selling Power blog, a list of 15 things every sales person and 15 things every sales manager SHOULD NOT do.