Categories ArchivesMotivation & Inspiration

The President’s Club: What’s the Big Deal?

All sales professionals aspire to earn the prestigious “President’s Club”.  This is the ultimate sales achievement award that is also sometimes referred to as “The 100% Club”, “The Winner’s Circle”, “The Chairman’s Inner Circle”, etc.  From the moment you graduate from sales training and are assigned your sales territory you hear about this great award and work your sales plan around getting there.  In addition to the recognition amongst your peers and your company’s executives there are usually lavish trips associated with it.  During these trips you also have the opportunity to be seen by most of your senior executives.  It’s an opportunity to socialize with them in an exciting environment.  Many career advancements can be attributed to making yourself ...

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Is Sales The World's Most Valuable Profession?

How is it that successful salespeople can earn more than doctors or lawyers, or sometimes even more than the owner of the company they work for? Economists agree: it’s because they practice the world’s most valuable profession. How valuable is it? Here’s a short quote from my 2004 book, The Greatest Job You Never Thought Of: How Anyone Can Find Career Satisfaction and Financial Independence in Sales: I know a mortgage loan officer who makes over $1 million per year A friend of mine in the printing industry pulls down almost 8% of the $10 million book of business he has built over the past twenty years as a salesperson. (In case you’re wondering that’s almost $800,000 per year and ...

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Recruiting Top Producing Salespeople

Good help is hard to find. Never is that phrase more true – or important – than when it comes to finding, developing and keeping good salespeople. Sales team member development will be covered in my articles on training. Retaining good salespeople is generally a question of properly setting and managing expectations which will be primarily covered in my articles on company ethics and compensation plan structuring. In this article I’m going to describe the steps required to find productive salespeople in the first place. In many ways it’s like a sales funnel, you start with a large pool of targeted prospects and winnow them down until you find your needle in a haystack. =========================== =========================== This system involves nine ...

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The World's Greatest Sales Team?

This site was born out of frustration. Like most salespeople, over the years I’ve been frustrated with different aspects of every organization I’ve been associated with. Whether as an employee, independent contractor or consultant, it seems that invariably I find multiple, critical aspects of the sales process either ignored or poorly handled by the companies I work with. Some of these shortcomings are common at almost every organization. Things like inconsistent or non-existent follow-up and lack of communication between the sales, marketing, production and customer service departments seem to be the order of the day no matter where you go. Other factors are present in some companies while absent in others. And it often seems that sales organizations that are ...

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