Sales

4 Tips For Setting Your 2014 Goals

November 12, 2013
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Hopefully you’ve already started thinking about and planning for your 2014 goals, but if you haven’t, it’s not too late. Here are four practical tips to help you get going. 1. Be realistic. When setting goals, leaders must walk a careful line. If you’re too optimistic, a few months into the year your team may […]

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How to Lead Competitors

October 21, 2013
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Good sales people are competitive. It’s in their DNA. Their focus is on being the best. Breaking records. Beating out the competition – even if that competition is comprised of their fellow colleagues. This same winner-take-all drive can hinder a competitor’s opportunities to lead others. Sometimes it’s because their own leaders think that the person’s […]

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5 Actions for Becoming More Disciplined

September 23, 2013
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Discipline. Now that’s a word that can send a streak of freak down our spine! Why is that? I think it’s because discipline is a self-accountability trait. It’s very difficult to hold another person in discipline. Discipline is a commitment and effort that must come from within. For example: No one can diet for me. […]

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Is Sorry Your Finish Line?

April 28, 2013
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One of the fundamental things track coaches teach is to never stop at the finish line. Why? Because stopping at the finish line means you slow down prior to getting there. Your time is weakened. Someone could slip in and beat you. Runners learn to run through the finish line and not think about the […]

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The One-Two Punch of Sales and Leadership

November 20, 2011
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I used to live by the mantra, “Sales Can Fix Everything.”  When sales processes and sales people are aligned it truly can fix nearly every business challenge. When the recession played havoc on our businesses the only way to push through it was to sell through it. Those that did are still surviving or thriving […]

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Giving Freedom Through Structure

September 25, 2011
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Employees at every level are screaming for the same thing and it makes no difference if they are working in a large or small organization.  They want freedom to perform. While leaders believe in the concept of giving autonomy to their employees, there needs to be a realization that it takes more than just permission. […]

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