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We all know the statistics. Most selling organizations derive 80% of their revenues from 20% of their clients. Winning a new major account costs up to 20 times more than keeping a current one. And even a small percentage increase in a firm’s major client retention rate can have an exponentially positive effect on revenues – while similar decreases can produce negative financial impacts, often devastating and long-lasting.

 

There’s a wise saying popularly attributed to baseball legend Yogi Berra: “If you don’t know where you’re going, you’ll end up someplace else.” Here’s how I unpack that wisdom: We have to know what our goals are, and we also have to know the specific behaviors that support those goals… otherwise, we may end up supporting someone else’s plan, rather than our own. With that sobering thought in mind, consider this list of five behaviors that are essential the achievement of any worthwhile personal goal.

 

Mike Montague interviews Karl Schaphorst on how to succeed at being a purpose-driven salesperson In this episode:

  • What it means to be a purpose-driven salesperson
  • Attitudes to adopt and avoid
  • Embrace pain and suffering

In his book Blink, author Malcolm Gladwell contends that people make their best and most accurate decisions in the first two seconds of facing a situation—in other words, in the blink of an eye. It seems inherently suspect, though, this notion that people can make correct decisions quickly. Is it? You were probably taught from an early age that haste makes waste; don’t judge a book by its cover; and look before you leap.

Holding salespeople accountable: This is one of the major challenges of managing a sales team – regardless of whether it’s a traditional team where people show up for work at a central physical location, or a team working remotely, or a team at a call center. What, exactly, is the best way to do this? And how do you do it without falling into the trap of micromanaging people?

 

Mike Montague interviews Nema Semnani on how to succeed at storytelling. In this episode:

  • The right attitude for effective storytelling
  • Imagined realities are powerful motivators
  • How to tell a compelling story

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

 

I remember taking a parenting class when my boys were young. The big takeaways from the class were the requirement to tell your child what the consequences of their behavior would be and to be clear on what you expected from them. I recall my boys’ mother and me saying to each other on numerous occasions, “We can’t get mad at them if we weren’t clear with our expectations.” Sometimes, the principle sounded like this: “Don’t punish them if you didn’t tell them they would be punished.”

Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals In this episode:

  • Why do we struggle to ask for referrals?
  • Attitudes to help you get business from referrals
  • Give referrals to get referrals

What kind of salesperson should you always be on the lookout for? What specific traits does the ideal sales hire always possess, no matter what industry you’re in, and no matter what your market looks like?