One of my young sales reps approached me some years ago about a large opportunity he had just discovered that involved a major account. This rep had become a trusted consultant to the repair shop...
A sales person claiming to be the top annual producer at his company approached me with his concern that he had “hit the wall.” In his analysis of his current schedule, he did not see...
I recently completed a career that spanned 46 years and am now in a period of transition. At 68, I feel my best years are still ahead, and I attribute this attitude to my belief that...
Early in my career I thought I would never want the responsibilities of becoming a sales manager. The stress from the activity and decisions I was required to make as a salesman seemed overwhelming. As...
As a sales manager I am constantly learning new lessons. Regardless of age or experience we all always have opportunities to expand our skills, and sometimes this comes through lessons that may be personally painful.
In the last several years, I have had the privilege of working with the brightest of our next generation of sales producers. According to Forbes BrandVoice, Millennials (aka “Gen Y” or “Yers”), ages 21 to...
I love working with Millennials (Next Gen, or Generation Y). In my senior years, I have had the privilege of working with the brightest young minds as they progress into outside sales.
My fascination for sales training began in 1975 when I was asked, along with my other duties as a regional engineer for Airco Welding Products, to train our distributor sales reps.
Historically, one of the weakest links in the distributor sales process is a lack of good branding tools. I was reminded of this fact when a rep said he thought we were wasting time and...
This week I heard all of the following comments from one rep:
