Every Client Matters, Every Deed Matters, Every Person Matters

Lee Novak

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Top Stories by Lee Novak

Dear Lee, Last year I was a record setting sales rep at my company selling high tech solutions. Today I received my annual quota for the new year and was shocked to see that my account list shrunk by 10% and my quota is the highest in the company.  I am  very frustrated with this. I attempted to negotiate a reduced quota with my manager but he dismissed my request, saying that he has full confididence that I will figure it out. My quota is gigantic but my spirit is weak. Any suggestions? Down in the South -   Dear Down in the South, I am sure that you are familiar with the biblical story about the tiny frail warrior David slaying the Giant, Goliath. If Goliath had been  a man of average height - who would've noticed? Who would've cared.? Remember the bigger the challenge the greater the rewards when you overcome them. Last year when you received your annual quota... (more)

Eight Timeless Pearls of Sales Wisdom

Recently a sales mentor of mine from many years ago, named John Tuohy passed away. Mr. Tuohy was an award winning field sales professional in the high tech industry who, had a panoply of tactics and sales strategies that he utilized to sell his products. I was fortunate to have him take a liking to me as a "green pea sales rep" and although he and I worked on two different sales teams at the time, he was always willing to share his wisdom with me - not only about sales but also about life, when we would attend our monthly sales meetings in Dallas, Texas. I lost touch with Mr. Tuo... (more)

Twenty Five Motivational Quotes and Thoughts for Today's Sales Leaders

The following represents twenty five of my favorite motivational, thought provoking and inspirational quotes which I have accumulated through the the years. I hope that you will find them useful, enjoyable and entertaining as you prepare to slay the competitive dragons! OVERCOMING OBSTACLES AND SETBACKS 1) Fall Down Seven Times Get up Eight. 2) If you are going through hell (lost a deal, behind plan, etc.) keep going. 3) Believe that you are going to turn this setback into a comeback! It is inevitable that some defeat will enter even the most victorious life. The human spirit is never... (more)

The Ten Attributes of the Magnetic Sales Professional

Google “what it takes to be a successful salesperson” and one will get 121,000 different perspectives on what it takes to be one. However, in today’s competitive landscape what companies are truly looking for is, the rare individuals who can overachieve the sales and revenue goals, retain and increase the share of wallet of the existing client base and have the ability to drive new business in the unsold prospect arena. Sales Organizations want Magnetic Sales Professionals not simply, successful sales associates. They want individuals who will create a positive legacy and at the ... (more)

The Ten Commandments for Achieving Excellence in Business and Life

I. Build Your Self Esteem –Successful people know that, building their mind, exercising their body, growing their skills and intellect provides them with layers of protection against failure in life, relationships and business. They are more confident, more hopeful and people are drawn to them by this healthy dose of self esteem II. Set demanding Goals – A muscle doesn’t grow without resistance. Successful individuals realize that to grow financially, spiritually or personally they need to challenge themselves with demanding goals. III. Always be Positive– You never hear people sa... (more)