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I’ve seen plenty of salespeople who sell smart without maximum effort and they get mediocre results. I’ve seen plenty of salespeople who put forth the maximum effort without selling smart and still perform quite well. So the clear advantage goes to the salesperson who puts forth maximum effort supported by maximum smart.

When companies attempt to improve sales they often look first to sales skills. If you’ve been reading this Blog for a while, you know that I believe skills are important, but only to a certain degree.  The problem with putting an emphasis on developing only the skills is that without the proper combination of strengths and incentive to support the use of those skills, the skills alone don’t get it done.

Selling to a major company, as in large, multi-site, Billion Dollar plus accounts, is very different from selling to a small or medium sized company.  Among the many differences you will find, the biggest difference is the myth of calling at the top. 

I finished my training at Golf School and found that a lot of it was transferrable to sales.

One Swing – the same swing – for all your shots.  This equates to one process – the same process – for all of your opportunities.  It doesn’t change, you don’t manipulate it, and it is much easier to remember with less to change.

One attendee asked about my comprehensive guidelines for on boarding new salespeople during the first 90 Days.  I believe that most companies set their new salespeople up for failure.  I believe you should prepare your new salespeople for success.  While I have probably posted about this subject on various occasions, I’ll try to get it all in here.