I just took a quick random sampling of dealer websites.  Eight out of the ten sites I looked at were making a variation of the following claim, “We can reduce your output spend by 30-40 percent.” No doubt these are the same folks who are complaining that their sales reps only Read More

One of the beautiful things about the game of baseball is the fact that stats are kept on everything.  Think about it, how often has the casual fan heard an announcer in the World Series say, “He leads the American League in two out RBIs after the seventh inning in games since Read More

Successful dealers are always looking to grow, nothing new there.  The question is what structure should be put in place to best achieve the desired growth?  If money wasn’t an issue and we had unlimited opportunity, it would be easy to plug and play entire sales teams with the Read More

One of the beautiful things about the game of baseball is the fact that stats are kept on EVERYTHING.  Think about it, how often has the casual fan heard an announcer in the World Series say, “He leads the American League in two out RBIs after the seventh inning in games since Read More

The most difficult part of sales is getting the opportunity to deliver the message to the right person.  I mean, you can be the best closer in the business, you can hone your delivery to a diamond polish, and you can understand the value proposition to the nth degree, but if you Read More

Most successful people can look back on their life and reference one or two folks who made a difference in their development and, as a result, made a difference in their quality of life. Some would point to a great teacher who challenged a way of thinking, others would speak of a Read More

In 2003, DreamWorks released a comedy entitled Old School. Will Ferrell headlined an ensemble cast. The premise of the movie was grown men reliving their college experience complete with creating their own fraternity among other things. In short, they thought that by doing the Read More

Sales organizations, almost universally, believe that sales training is a critical lever in driving sales performance and yet so few organizations have devised an effective training continuum.  Logic would indicate that if you 1) believe that something is critical to your success Read More

A chain is only as strong as its weakest link. This analogy has been applied in the sports world for years. It rings true for sales teams as well. If a manager is truly looking to succeed, time must be spent raising the level of play for the lowest performers on the team. Look at Read More