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Bench Strength - The Key to Replacing Salespeople
When you send your replacements into the field, are your fingers crossed hoping they don't make mental errors that help competitors close business or are you confident because your replacements are better than those you replaced? Those are the two keys right there:

Who Do You Call When Your Sales Forecast is Busted?
When your short-term sales forecast indicates that you'll come up short this period (month), what do you direct your salespeople to do in order to fill the gap?
Anatomy of a Million Dollar Producer
Do you have salespeople that aren't profitable, don't contribute enough to overhead, won't change what they're doing and simply aren't benefiting the company?

Why Prospecting is Like Baseball
The reason I want to talk about why prospecting is like baseball is because I recently saw a quote by Mickey Mantle that struck home: "During my 18 years in baseball, I came to bat almost 9,000 times. I struck out over 1,700 times and walked over 1,800 times. That means I played seven years in the major leagues without even hitting a baseball."

10 Lessons from the Sales Candidate Who Smelled Like He Peed on Himself
It was quite the claim. I remember telling my client that the next candidate we were to interview was the best sounding candidate I had ever spoken with on the phone. Robert, the sales manager, went to the lobby to get the candidate and returned, an ashen look on his face. Ray, the candidate, followed Robert into the conference room and suddenly, I had the same ashen look on my face. It seemed that the best candidate I had ever spoken with by phone was, well, a bum!
Top 10 Differences Between Sales Winners and Losers
What is it about some players, teams, salespeople, and companies that cause them to win while others don't? I have probably not written about this subject as often as I have written about tactics, strategy and motivation so I'll give it some attention this week. I'd like to discuss the ten biggest differences between sales winners or over achievers and sales losers or under achievers.

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