I believe that the great NFL Hall of Fame coach, Vince Lombardi, had it right when he said, “The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.” Do you agree with Coach Lombardi, or are you the type of person who has difficulty staying focused and keeping …

Have you ever had a sale that didn’t close, and you weren’t sure why? Chances are you lost the sale because you didn’t establish sufficient trust and rapport with your prospect. Once you have developed that trust and rapport, you’ve actually got the most difficult part behind you, and you’re probably going to make a sale! You see, it really …

Essentially, a sales manager’s primary responsibility is to recruit, train, and motivate his or her sales force to achieve peak performance. Of these three vital management tasks, recruiting is the least understood and the most challenging by far. If you’re successful during the recruiting interview process and hire a superstar sales rep, you’ll find that he or she is self-motivated, …

How can you stay self-motivated and productive in the midst of turbulent times and a sluggish economy? How do you persevere as a salesperson when times are tough, and customers seem to be holding on to every penny in fear of economic uncertainty? Every challenge, setback and personal difficulty you encounter in life also brings with it the seed of …

Several years ago, when I was managing an insurance office, I was interviewing a prospective sales rep who I felt had great potential as an agent. Throughout the interviewing process, she was articulate, impeccably dressed, and demonstrated excellent people skills. I was convinced that I had found a real superstar. Shortly after she was hired, my new agent invited me …

Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple: The six-figure sales reps understand the importance of business development and never …

Over the years, I have been fortunate enough to have had many people come into my life and take the time to mentor and guide me along my career path. Mentors, like bridge builders, help people go from where they are to where they want to be. Mentors build their bridges not with concrete and steel girders, but with words …

I believe that the great NFL Hall of Fame coach, Vince Lombardi, had it right when he said, “The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.” Do you agree with Coach Lombardi, or are you the type of person who has difficulty staying focused and keeping commitments? …

From luxury automobiles to high-tech electronics, the phrase “made in Japan” is synonymous with quality and reliability. The Japanese have a well-deserved reputation for their relentless pursuit of excellence, but it wasn’t always that way. At the end of World War II, many Japanese cities lay in ruin, the country’s manufacturing base destroyed and its economy devastated. General Douglas MacArthur …

Have you ever had a sale that didn’t close and you weren’t sure why? Chances are you lost the sale because you didn’t establish sufficient trust and rapport with your prospect. Once you have developed trust and rapport, you’ve actually got the hard part behind you and you’re probably going to make a sale! You see, it really doesn’t matter …