Recently I was doing some online research on written goals and the success of those who subscribe to that practice. While there is a lot of disinformation and myth out there (The Harvard Study never happened), it made me ask one simple question: Why would someone NOT write down their goals? If there is
Dear Butch, I’ve recently been promoted to a Section Manager at (my company) and will be holding my first sales meeting that I’m responsible for on June 1. I’ll have 9 reps there. Any tips or ideas you can give a newbie? Thanks and I enjoy reading your site. Kris J. Kris: Congratulations! This sounds
“You can’t teach an old dog new tricks.”-Author Unknown Ever heard that? Well, that’s another myth I’d love to dispel. You’re never too old to stop learning, growing and improving. In fact, when you stop doing so it’s usually a sign you’re not living—but dying. “Old dogs usually are the ones that get run over
Yesterday was May 15th, the midway point of the month. So, where are you in relation to your May goals? It’s time to do a quick check and take stock of where we are and make any necessary changes. Obviously the first step is to get out your goals—you do have them written down, don’t
Some of you may know that for 10-years I toured the nation as a professional stand-up comic. I got to meet and work with some of the top names in the business and remain friends with many of them today. I never did it “full time” as my only job, but it got to the
I started training sales people years ago, speaking and writing in hopes of others being able to learn something from me. Not that I am any smarter or better than anyone else, but simply because I happened to enjoy the process of training and teaching—and I didn’t mind getting up in front of others and
From Melissa J: Butch I really enjoy reading your weblog. Your articles and comments always make me think. I would like to know other than my closing ratio, what other aspects of my sales should I keep up with? Thx! Melissa: Thanks for the kind words. I’m glad you enjoy the blog—I really enjoy writing
A few months ago I had the occasion to rent a car for a week-long trip that was to begin on New Year’s Day. I called one of the large, national car agencies a couple of weeks in advance to reserve the vehicle. On this particular trip I was going to be traveling alone, so
A tired, old saying in this profession is “buyers are liars” and luckily I had forgotten about it until it popped up recently in one of many sales, marketing and management-related newsletters I read. I wish I would have skipped that edition because I hate that phrase: Buyers are liars. Sadly, some new salespeople are
Sometimes it’s good to rock the boat—to make waves—to not accept everyone else’s definition of success or achievement. Recently I spoke to a salesperson who told me, “In our business if you can sell 12-15 units a month you are a rock star!” I guess you know what my next question was: “So, how many
