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#SellItOrScheduleIt
Managing a Sales Team
For sales managers and sales leaders, everywhere Although my sales process “Sell it or Schedule it” is designed for salespeople, they are not completely responsible for executing it to mastery. The inclusion of their sales manager is critical to the implementation and ownership of this process.
I just finished a 90-day sales management coaching agreement with Sherry Kollar of Furniture Warehouse Design Gallery (FWDG) in Beaufort, South Carolina. Our engagement was for HER training and …
Systems for Fulfillment
For everyone, everywhere
It’s early in the new year…you might have your bright and shiny goals in front of you, enthusiastic to achieve them and passionate about what you are out to create for yourself, your company, your family. Good for you!!! Now, ask yourself:
“Am I organized enough, with a system that is sufficient for the results I am committed to achieve?”
Take a moment and REALLY sit with that question and the elements it included. For creatives, organization seems boring and uninspiring. …
“Helpful” is Not an Outcome
For sales professionals, everywhere
I had a great call today with the sales leadership of Interiors Home in PA. We have been working together for a couple of years and discussing how to break some habits and create new, more effective ones. One of the actions we were discussing I have mentioned 
before: Sales managers interrupting sales/customer interactions on the sales floor to help the salesperson to overcome concerns and to help them to close the sale (or get the appointment).
before: Sales managers interrupting sales/customer interactions on the sales floor to help the salesperson to overcome concerns and to help them to close the sale (or get the appointment).Today we dis…
You Won’t Win Them All
For sales professionals, everywhere
And you don’t have to win them all.
You want to win them all, will do your best to win them all, and sometimes obstacles will arise that will prevent that from happening.
There is ALWAYS something to learn that can be improved, eliminated, or adjusted.
You want to engage so that THEY feel heard and fully expressed and so that YOU can accomplish something - the sale today or to forward the sale today.
And when you fail to produce a result, look to see if…
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