"As part of my initiative to build Sales Culture
I'll post my thoughts on the topics of the day"
The last few days I have been reflecting on the upcoming Labor Day holiday. I did some research on the meaning and origin of the holiday and here is what I found...."Labor Day is a... holiday that takes place on the first Monday in September. The holiday began in 1882, originating from a desire by the Central Labor Union to create a day off for the "working man". It is still celebrated mainly as a day of rest and marks the symbolic end of summer for many." Interesting and clearly the holiday had noble beginnings and intentions. I am not a huge fan of Labor Day only because it reminds me that my favorite season is ending. ...
Last night I had the honor and privilege to be a guest lecturer at Peirce College in downtown Philadelphia. I had a very exciting opportunity to speak to a marketing class on one of my very favorite topics "Everyone is in Sales." This class was comprised of bright working adults getting their degrees. They are all working and planning to get to the next level in their professional lives. We covered this topic with four main concepts...we talked about the intersection of marketing and sales, then we discussed the core idea that we are ALL in sales, from there we segued into a lively conversation on the need to develop a professional value proposition, and ...
I had an interesting email the other day from a member of our sales community. She asked me if it is "normal" to not leave brochures with a client. Now, apart for the general fact that I don't think we can decide what is normal, I responded that I have several schools of though on this. My thinking is part of how I was raised in sales. Brochures and other documentation are a part of any sales call. They do not replace the sales rep and are not to be overly relied on! I firmly believe that as we move from tactical to more solution oriented and complex selling, the brochure becomes less relevant and ...
One of the many topics that I hear the sales community discussing is how to pay salespeople and what the ratio of base salary to commissions should be to create the on target earnings ( OTE). What then is the motivational impact of a lower base salary base vs. a higher base salary for the candidate? I have been listening to and coaching salespeople who are in the interview process and it is fascinating to me what I hear. One strongly expressed view is that a lower base means the company does not value sales. Conversely, I have to talked to many higher level people making the hiring decisions and the view is equally strong that ...
I was just reading an email from a gentleman who is changing his profession and becoming a member of the sales community. He is a police officer and has just committed himself to a new career as an insurance salesperson! Wow! So, I want to offer my congratulations to him. I applaud not only his resolve in making a change but for doing it in a demanding and tough field. Time will tell if he will be successful. I think he will be. So, to the newest member of the sales community, I offer a collective and warm welcome to our world! You have many sales professionals rooting for your ...
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