Successful Sales

Over the past year I have read numerous articles and surveys stating the same results, the most successful organization recognize and value the importance of training sales people and management. Players of championship teams, both professional and college, repeat the similar comment, their coaches are always teaching. A principle skill for any leadership position is that of a teacher. Many of the skills such coaches teach are the fundamentals of their sport.

Too many people move into management for ego rather that ability. They are untrained at sales or management and unable to train others. There is also another percent of the population who are successful at selling, yet unable to transfer, via training or demonstrating, those skills that made them successful onto others when promoted into management position.

When surveyed, more than 70 percent of all sales people and sales managers do not truly understand their job. They have never been taught selling skills or management tools to properly do their job.

If a coach/manager does not understand their job how can they be successful teaching their players the foundation skills of their sport/job?

Foundation skills that are missing in most sales organizations include:

Product knowledge

Competitive knowledge

Market analysis

Goal setting

Planning

Needs analysis

Question design and application

Listening skills

Neurolinguistics

Problem solving

Documentation

Organizational skills

Proper use of sales materials

Managers who do not possess such foundation skills instead must resort to threatening and pressuring sales people in an attempt to increase sales.

So, why is it that more organizations don’t invest in training their sales staff?

Russell Hornfisher, author, trainer, speaker

How to Treat Your Employees Like a Dog

Scars

In my young years I tried to find ways to cover or disguise my many scars. As I have grown older I have realized how important my scars are, they are the merit badges of life’s challenges, some success, but also failures. The failures, mistakes, injuries incurred which produced these scars are the best stories of life. That includes scars not just to me, but also inanimate objects such houses I lived in, cars I have owned, etc. When I look at nicks in a wall; dog scratches on a window sill or a door; bumps and scratches on the side of a car; the mars on my skin and distortions to my joints, they all remind me of stories that have made me who I am.

I feel sorry for those who have lived their life in a bubble, protecting themselves from activities that might produce a scar. I now believe those who have incurred the most scars are probably those who pushed themselves the hardest and furthest; these are the people who have the best stories. Living a life that produces scars, is living a life that challenging oneself. Doing things that are not the easiest, having a lot of great experiences, are also the mistakes that produce the most learning.

Principles for success

The most valuable asset anyone has in their life is your own health. If you do not have your health nothing else is important.

The second most valuable asset is time. Time is a finite asset that can never be reused.

Third is when your home life is in order the rest of life is easier, when it is out of order, everything else becomes more difficult.

Fourth, everyone needs a job, which includes responsibilities. An important part of life is being held responsible for your actions.

Russell Hornfisher, author of the book,

“How to Treat Your Employees Like a Dog”