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The Journey of a Thousand Miles Begins With A Single (Next) Step.

Almost every sales person has heard about the ABC’s of selling. That is of course...Alway Be Closing! Unfortunately, many sales people mistake this sage wisdom to mean they should always be asking for the order. That may have been the original intent of the “old school” sales dog that came up with that sage bit of … Continue reading The Journey of a Thousand Miles Begins With A Single (Next) Step.

Listen Up Sales People…This One Bad Habit Almost Ended My Career – It May Be Hurting Yours Too.

Fortunately, a simple fix improved my sales performance, personal relationships, and effectiveness. In the1990's, when I was working as a sales manager at MCI Communications, I was made aware of a bad habit I had developed that almost cost me my job. The VP of Sales I reported to pointed out that I interrupted people … Continue reading Listen Up Sales People…This One Bad Habit Almost Ended My Career – It May Be Hurting Yours Too.

The Carrot Principle – Why recognition is like “Miracle-Gro®” for your sales team.

The Carrot Principle by Gostick & Elton asserts that “The Basic Four of Leadership” (Goal Setting, Communication, Trust & Accountability) are accelerated when purposeful recognition is employed by leaders. Below I will summarize the impact of recognition on each of the Basic Four. Goal Setting Accelerated One of the powerful ways that recognition reinforces goal … Continue reading The Carrot Principle – Why recognition is like “Miracle-Gro®” for your sales team.

How to Engage Your People, Retain Talent and Accelerate Performance

In 2007, Adrian Gostick and Chester Elton published “The Carrot Principle”. Its premise and supporting data show how managers using purposed-based recognition (specific, task-based & timely acknowledgement of a job well done) gain a competitive advantage. They also: https://ssl.google-analytics.com/ga.js Have lower turnover rates Achieve enhanced business results Are seen as much stronger in what they … Continue reading How to Engage Your People, Retain Talent and Accelerate Performance