Bob Barber

Here is the problem: 99% of people out there are already doing what they think is in their best interest. Of course, there’s the 1% who hate themselves and are self-sabotaging, but for the most part, you are probably doing right now, what you think is best. But why is that a problem? Well, if you want to achieve a higher level of success or happiness, no matter your current level, you are going to run into a problem. David Sandler found three areas where people get stuck in their growth and development: » Attitude » Behavior » Technique

What scares you about the selling process? Which part of the selling process causes you the most stress? Whatever it is (and maybe it’s nothing at all), deal with it by using Sandler’s Up-Front Contract.

To be a really good time manager, you simply need a process to successfully manage your activities and to manage your activities, you only need to know two things: What to do first. What to do next.

1. Are your marketing efforts generating sufficient results?

Abandon your sales procedures. When sales slow down many businesses panic, forget what they know and start throwing ideas against the wall to see what sticks.

How do you know if someone is listening to you and understands what you are trying to communicate? You need to get some type of feedback from that person in order to know that s/he was listening, and understood the message you wanted to convey.

Consider this •Has your business changed in the past five years? •Are other firms actively prospecting your best clients? •What's your plan of attack to deal with stagnant or negative growth? •Are you losing staff because of a lack of opportunity in your company? •What would happen if you and your staff knew as much about "selling" as you do about your given field of expertise?

These 10 reminders will keep your skills polished and form a strong selling foundation for career-long success.

Part of your responsibility as sales manager is to help your sales team increase their capacity to perform and improve the outcomes of their performance. In other words, help them become better salespeople. To that end, you conduct regular sales meetings to hold them accountable, you provide coaching to keep them on track, and your provide training when needed.