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Turning Order Takers into Salespeople
Salespeople need to make adjustments. New competition, new buying strategies, unfair competition, price competition and the resistance brought on by the recession all change the way they need to play the game and they need to make adjustments too. They need to be quicker, sharper, more strategic and much more effective with their use of selling tactics (skills, not tricks). This article explains how.

Other whiffle balls Related Articles

Lesson #1: The Reward is Worth the Risk
“I'm an entrepreneur,” says McMahon. “I take chances in life…I got balls the size of grapefruits!”
Struggling With Juggling
Are you juggling too many things at once and are you finding it a real struggle not to let any of the balls drop? How can you cope without letting everything go?
Mud Season. Not.
It's (still) "mud season" in Vermont, courtesy this winter's abundance of snow. Cars and trucks, in particular, look like flying mud balls.
Imagine a Bigger Market and You'll See a Bigger Market
Scientists in two studies at the University of Virginia discovered that softball players and golfers who had good days perceived balls and golf holes as larger than the players who had bad days. The question is, Did this difference in perception cause the player to have better days or did the day's performance cause the players to perceive the ball and holes as bigger?

How to Hit the Grand Slam Increase Sales Win More Clients and Reduce Costs
Sales or selling can be compared to baseball. You have hits, foul balls, butts, home runs and grand slams. What would happen to your bottom line if you could score more grand slams by improving the sales skills of your sales team? You would increase sales, win more client and reduce costs. Then read how you may achieve this sales goal.
Think BIG - A Lesson from a Little One
Like most of us, I learned about the mechanics of goal setting early in my career. Although I learned the theory of goal setting in graduate school, it wasn’t until later in my career that I learned about the powerful psychology goal setting and how imbedding goals into the walls of our mind unleashes the real power. But it was only a few years ago that I experienced first-hand the power of thinking big… and it came at the hands of someone quite small. My oldest daughter was seven at the time. She loved to play catch with Dad. The object we threw - a tennis balls, football, one of those squishy balls - mattered little, but the challenge of consecutive catches matter very much to her.

Leadership is only doing .
Leadership is to bring out genius from within. It is always at all level we work. It takes iteration. It takes devotion and determination and results. Like the best performance which we all have seen last night in 20-20 over matches of cricket at west-indies. Australian player Hussey transfers the game in last 6 balls which was almost impossible for most of the players. But he creates miracle results on the ground.
Too Many Balls
Trying to catch all the balls that might contribute to that goal won't propel us to growth. It will just wear us down.
Sales Coaching is Like Baseball - How Do You Rate?
Really? Whiffle Ball in the back yard? Sandlot? Little League? Babe Ruth? High School? American Legion? College? Cape Cod League? Independent League? First Round Draft Pick? Signed by a Major League Team? High Minors? Cup of Coffee in the Bigs? Utility Player on a Major League Team? Every Day Player? All Star? MVP? Hall of Fame? When it comes to coaching, most sales managers have done the baseball equivilent of Sandlot - they messed around at it and had some fun.

Dropped Balls
If your company is still talking in terms of performance appraisal, there is a very good chance that balls are being dropped: opportunity is being missed, employee engagement is not maximized, turnover is higher than it needs to be, profit may not be maximized. Think instead in terms of performance management and realize substantial rewards.
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