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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:

RADAR: A DEEPER LOOK
Salespeople are faced with many challenges - getting in the door, overcoming objections and the prospects fear of economic uncertainty. But even more frustrating is being rejected after you offer the perfect solution to the prospect’s needs and problems. That difficulty is caused by the #1 sales error of both rookies and seasoned pros.
RADAR
An Overview
3 Killer Business Skills -- Master These or You'll Wind Up in the Business Boneyard
You've got to learn how to network with other professionals, ask effectively for referrals and conduct consultative sales interviews with people or your business will die.
Knock It Off!- Lessons in Leadership from the Deadliest Catch
What managers can learn from the Deadliest Catch's approach to immediate performance feedback.
Are You a Rookie or a Pro?
In a recent study at Cornell University, it was found that people who are arrogant about what they know are incompetent. In other words incompetent people don’t know that they are incompetent. That also matches a study that found that average and mediocre sales people consider themselves outstanding or peak performers. How come on average, the top 25% of a sales force generates nearly 60% of a company’s actual sales increases?

FEE Fi Fo
If you have flown recently you have been bombarded with the airline’s new pricing strategy, a mutating “ala carte” menu of unbundled services in an age of bundling. I prefer to call it “un-bungling”. The published fares on the web seem reasonable and enticing but that’s where the fun begins and ends. Once you click to buy, enter the “Fee Demons”. The official names are the Federal Segment Tax, Airport Facilities Charge, and September 11 Security Fee. Obviously this is a form of government taxation that if included in the fare would make it less attractive to the potential flyer. Your airline ticket now resembles your phone bill with it’s array of “after the facts tax”.

Other rookies Related Articles

Staying Naïve
There something to be said for remaining naive. Why is it that rookies who are green and don't know any better can often outsell seasoned veterans? In many ways, mentally staying naive has it's benefits.
Are There Any New Small Business Ideas? No. And Yes.
Not much changes these days in terms of new small businesses. ‘Sell a product, make money, or you don’t have much of a business. What I’m about to reveal to you is an entirely new small business model. It eliminates all of the obstacles of small businesses, home businesses, and network marketing and dramatically reduces the learning curves, eliminates the guesswork, and increases the results for anyone using it. It has a call center in place to follow up on the applications submitted. The call center handles all the marketing, recruiting, phone interactions, and communication aspects of the business, home-based rookies and veterans alike are achieving unprecedented success at unmatched levels
RADAR: A DEEPER LOOK
Salespeople are faced with many challenges - getting in the door, overcoming objections and the prospects fear of economic uncertainty. But even more frustrating is being rejected after you offer the perfect solution to the prospect’s needs and problems. That difficulty is caused by the #1 sales error of both rookies and seasoned pros.
Performance Anxiety: How To Spot The Professional Advisor
All the advisors I've worked with have been smart, qualified, knowledgeable, experienced, and young for people with so much to offer. The overarching difference between the rookies and the pros, though, has been confidence. In short, rookies work hard to project confidence they don't feel, and pros are lazier: they feel confidence, but don't feel the need to show it. Whether the conversation with the client is face-to-face, over the phone, or in writing/cyberspace, for the rookie, it's always about himself and his performance anxiety... am I really qualified to render advice to this older, more experienced executive? For the pro, who has survived the brutal gauntlet required to reach senior consultant or partner status (and the ripe old age of about 35), it's never about her own performance, but about the client and his needs.

What Small Business Owners Really Want
We wonder where the time went, what the New Year will hold and how we can take our enterprise to what we euphemistically call the next level. This year there is an extra bit of haze in the picture because the mid-term elections have sent a lot of rookies to various legislatures and embracing small business may not be their #1 priority. I think that the biggest thing small business owners want from all levels of government is simply respect. With over 60% of all jobs created in the country coming from the small business community, won’t politicians and others simply say “nice job” to the men and women who hustle and risk ev
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