Blog

Dressing to get the promotion to the next level: Will what you wear determine where you go?

As your career progresses, look to your direct supervisors, the company executives, and the top sales reps at your company for ideas on how to dress correctly in a sales environment. If you want to move up in your job, you should always dress for success. Many reps around the country will complain to me and say they feel stuck at their current level of sales (let’s say in small-to-medium business-to-business sales) and they would like to progress to Major Accounts, Enterprise Accounts, or...

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Business Professional versus Business Casual: Who wins the fight in sales?

As I travel the nation presenting my sales and sales management seminars, I am often asked by business owners and Vice Presidents of Sales whether they should allow their sales teams to wear business casual attire, or should they be required to wear traditional professional attire. It is not an easy answer, so I have decided to do some research, and an informal study of my own.
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Cold calling on Fridays, always a good call

Cold calling on Fridays is always a good call. Most sales reps don't realize how valuable cold calling on Fridays can be. Normally on a Friday, you are in better mood than you are on say a Monday. You are looking forward to your weekend plans, and some time off. Your vocal inflection changes, and people on the other end of your calls are drawn in by the cheer and tone of your voice. Remember, if this is how you are feeling and sounding on Friday, most likely the person you are...

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How to Determine What Your Business Should Spend on an Incentives Plan

It’s a problem every small business owner wants to avoid: You hire a sales rep to bring in business, only to find out down the road that the base salary, commission and car allowance you’re paying that employee is actually cutting into your bottom line.
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Upcoming Seminars

"Bottom Line Selling: The 7 Steps to the Sale"
January 12th-13th 2012
Piscataway, NJ
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"Bottom Line Selling: The 7 Steps to the Sale"
January 18th-20th 2012
Sunrise, FL

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"Bottom Line Selling: The 7 Steps to the Sale"
January 24th-26th 2012
Fort Myers, FL
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"Bottom Line Selling: The 7 Steps to the Sale"
February 7th-9th 2012
Sunrise , FL
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"Bottom Line Selling: The 7 Steps to the Sale"
February 22nd-23rd 2012
Plymouth, MI