DAARI Part 1 – Discipline

The upcoming series of blogs will focus on 5 fundamental aspects of creating a strong foundation in your life. Whether you are looking at getting into a “leadership role” or you are a young athlete looking to be a leader of your sports team, these 5 areas of focus will help you achieve that those goals. Almost ten years ago I was building a leadership program for the Fortune 500 company where I was a part of the management team.…

Read More

Cultivate your Creativity

Being a successful sales person starts with believing in you. Do you believe in your skills, your passion for the craft that you have chosen, and are you optimistically enthusiastic? If you aren’t excited about your company and product, the potential customers will see right through you. If it’s just a job, it’s hard to get motivated and to think outside the norm and drive towards success. You must show unwavering confidence from the time you wake up in the…

Read More

Sales Prospecting

The ability to be creative when prospecting, working with customers, and developing solutions has always been an important aspect of a salesperson’s success. You must identify the vertical market that you want to prospect, have a solid game plan based off of SMART Goals, and get organized for daily prospecting. Prospecting varies based on the markets that interest you but the activity of capturing opportunities shouldn’t change. Whether you are making phone calls, knocking on doors, using social media, or…

Read More

Vacation Time

There is a reason that companies give their employees  “vacation” time.  This time is typically earned over weeks and months due to the amount of work that your environment requires. Most people want to make a great first impression when newly hired and they will go above and beyond to prove that they were the “correct” hire.  However, it is important to realize that this company was in business before you and will probably be in business after you. Your…

Read More

Constructive Feedback

Have you ever wondered about the evaluation process at your organization? Is it as clear for you as it is for your boss and have they thoroughly explained it? From the beginning of our ability to learn and throughout our life, we are continually looking for feedback on our personal and professional performance. As a child, the feedback from our parents, teachers, and coaches set the tone for how we will receive feedback as an adult. Once in the workplace,…

Read More

“One More”

In the world of sports, there is a term called “one more.” This is the one extra rep that you do before moving on to the next exercise. This is the same for sales reps. “One more door knock,” “one more phone call,” “one more closing question,” “one more referral”… It’s the above-the-call-of-duty actions that will vault you to the top of your field. It is a key strategy in the sales industry, however this concept can be applied to any…

Read More

Employee Coaching

Effective coaching in a leadership role requires someone that understands, “It’s not about you, it’s about them.” Strong leaders believe in coaching as a tool and recognize the advantages of coaching their employees. Coaching requires time, which many managers don’t believe they have. Coaching managers ask questions that bring about curiosity and allows for the learner to share thoughts that will eventually lead to a learning opportunity. Learners listen to managers they trust and with whom they have built a…

Read More

Sales Performance

Unfortunately, making excuses is often a common practice among average or poor salespeople.  Blaming your own failures on outside factors is just too easy.  Blaming your own shortcomings on factors such as a bad territory or your competition will do nothing for you, your sales performance, or your income.  Take responsibility for your mistakes and your lost sales, and use what you’ve learned to creatively approach your next opportunity.

Read More

Sales Creativity

Creativity does not come easily to many salespeople. Barriers to creativity arise every day, and your ability to identify and conquer these ever-present obstacles will help you increase your sales success. Potential barriers include the following: Routine can be one of the most common barriers to your personal creativity. Following the same routine every day isn’t stimulating but is necessary, inevitable and desirable…too much of it will certainly not help your creative juices flow….take the time to get “outside of…

Read More