“Their hand on the front door”

  For sales professionals, everywhere.   One of my very favorite top producing salespeople worked for Star Furniture in Houston for years. When she first arrived there, she leap-frogged over the longstanding #1 salesperson and never looked back. As I am always … Continue reading

Obstacle or Vehicle?

For sales professionals, everywhere. When evaluating a sales interaction with a customer, ask yourself: Am I paving the way for them to make a decision or am I IN the way of a decision happening? I observe salespeople inadvertently blocking … Continue reading

Raise the Standards…..

For sales managers, everywhere
…not the Goals.
I know. It seems weird, right?
When I look at the top producing teams I work with, it starts with the top. Ownership has standards that need to be met and sustained to keep a place on the team.
One of my favorite clients, Sherry Sheely of Sheely’s in North Lima, OH – an award winning single store operation – has a simple standard to be on the sales team: Write $1,000,000. Every year. Period.
Standards
After that, there are character and competence standards, but the primary standard is met and sustained by everyone. Their turnover is minimal and performance is extraordinary.
Are your standards high enough? Is there operations support to maintain that standard? Take a look…and if you need assistance, let me know.
Now, go help your team to sell something.
oxo,
Jody
Jody Smiling Photo copy