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)
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)
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)
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)
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)