On Sales Systems

On Sales Systems

“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced salespeople. What they usually mean is something like this:  “I don’t have any real system to what I do, I don’t want any scrutiny, and I probably...
Learned Optimism For Salespeople

Learned Optimism For Salespeople

I’ve been pondering an email I recently received; a young salesperson described his most pressing challenge:  The sales roller coaster.  When things go well, he’s up, emotionally, and when things don’t go well, he’s down.  The swings from up to down were wearing on...