Category Archives: Sales Leadership
Activity Equals Results
The #1 cause of poor performance and results is poor activity. Top performers spend 70% of their available time on sales-related activities – which means soliciting for new business and servicing their category A and B clients. Average performers, on the other hand, do just the reverse. They spend 80% of their time on low…
What’s Your Growth Story?
In my experience, I’ve found that most plans fail due to poor implementation rather than poor development. A major cause is a lack of understanding of the current state of play; this results in developing plans that are simply based on the previous results and producing the wrong plan at the wrong time and place….
The Myth of the Millennium Producer
What’s the best way to develop millenniums into top producers? By holding them accountable. The last eight to ten years have been challenging times for the financial services industry; however, despite these challenges, many firms have been enjoying superior growth performance. I know of several businesses that consistently produce double-digit growth. What is the major…
Dispelling the Myth of the Natural-Born Salesperson
“ Product knowledge accounts for 5% of success, and knowledge of people accounts for 95%. If you can get an A in product knowledge but know nothing about relating to individuals, you will fail.” John Savage Did you know that everybody is a salesperson in the sense that we must persuade others of the idea…
