Archive for the ‘General Sales Tips’ Category

How this Southwestern Consulting Client Has Had Massive Success in Both Sales and Lead

Today, I get to bring you Chad Blanton with Simplicity Financial Marketing. I believe he is a top leader in the world of sales. I have enjoyed watching him succeed at a high level no matter what role he is in, whether sales or leadership. I asked Chad what he can attribute his success to and to give me his […]

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How to Maximize Your Sales Recruiting Results (Part 4 of 4)

Are you killing your momentum during your “Golden Hours” of recruiting by allowing distractions? While sometimes we want to celebrate a sales victory or take a call from an outside source, we want to make the most out of our scheduled recruiting hours. We are rounding out the series today on the four things that you can be doing as […]

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How to Maximize Your Sales Recruiting Results (Part 3 of 4)

To elevate your energy level during your prospecting phone calls, STAND UP! I have done both a standard sitting desk and then also one that stands, and the difference in energy levels is astronomical. Today is my third out of four tips for maximizing your golden hours. If you’re a sales manager and you are making recruiting calls, and you […]

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How to Maximize Your Sales Recruiting Results (Part 2 of 4)

Spend a quick 15 minutes in the evening or first thing in the morning to build your top 20 prospects list. This will make your “Golden Hour” of recruiting more productive. I’m bringing to you my second of four tips for getting the most out of your recruiting golden hours. This is for my sales managers and sales leaders out […]

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Sales Managers Can Use this Top Tip to Improve Recruiting

How many golden hours for recruiting do you have on your calendar every month? Block out that time. It may need to be every week. It may need to be every day; it may need to be every month. A golden hour is merely a block of time that you have blocked off for your income-producing activity. That’s time going […]

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What is this New York Real Estate Pro’s #1 Key to Success?

“The good news I have for everybody today is that creating more time is possible and I have been able to do that over the past few months by doing specific things.” -Susan Reische, Douglas Elliman Real Estate I am thrilled to bring to my video series a coaching client, Susan Reische a real estate salesperson with Douglas Elliman Real […]

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The 12th Income Producing Activity of Sales Leaders (Part 12 of 12)

My final tip in my series of income producing activities for sales leaders is to self-generate potential recruiting leads every single month. If you want to build your “Dream Team” you need to always be on the lookout for people with the “it” factor!  These are people that you come across in everyday life and in business settings.  Make a […]

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The Eleventh Income Producing Activity of Sales Leaders (Part 11 of 12)

Do you implement and enforce your performance recovery plan (PRP)? The 11th income producing activity of sales managers is to have a solid PRP in your arsenal when you have a team member get off track. Many times, we find that managers either do not have one or it is filed away and is not used. With regards to a […]

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How this Financial Advisor Ranked in the Top 10% of His Company

Today, I am talking with one of our very own coaching clients, Ross Meitin. Ross is a certified financial planner affiliated with Lincoln Financial Advisors in Chicago. He succeeds at a high-level Ross is actually in the top 10 percent of Lincoln, so this is a great opportunity to hear secret to success. Overview My question to Ross Meitin, Lincoln […]

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The Seventh Income Producing Activity of Sales Leaders (Part 7 of 12)

When you are running your weekly meetings do you used a WEEKLY LEADERBOARD to highlight your team’s successes as you recognize team members? In the weekly leaderboard include these tracking categories: Phone calls Conversations Referrals Presentations Additional CRITICAL SUCCESS FACTORS Today, I want to share with you what a huge difference a weekly leaderboard email with the entire cumulative results […]

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The Sixth Income Producing Activity of Sales Leaders (Part 6 of 12)

I want to share with you one of the fastest ways that you can motivate your team. In my sixth income-producing activity of sales managers, I want you to explore the use of a DAILY LEADERBOARD. It is NOT to shame or publicly humiliate the team members that did not have a great day the day before but to recognize […]

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The Fifth Income Producing Activity of Sales Leaders (Part 5 of 12)

Do you run weekly sales meetings? Do you give recognition and share the good news? And in these meetings, are you taking the time to do additional training? Today’s fifth income-producing activity is to do training in your weekly meetings that go beyond product education and production numbers. I want to ask you to do something in your sales meetings.  […]

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The Third Income Producing Activity for Sales Leaders (Part 3 of 12)

If you are a sales manager carrying a quota, you MUST continue to sell yourself as much as possible. Today is my third installment of income producing activity for sales leaders. Last week I talked about time management based on compensation, and this is similar. This is a gut check for sales leaders to remember not to lose contact with […]

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How Should You be Focusing Your Time as a Sales Leader? Part 2 of 12

As sales leaders, are you doing actual sales training EVERY week to help your team grow? Ask yourself these questions: Am I training my people how to manage their time? Am I training them how to close? Am I training them how to leverage online media to build their brand to generate more leads? It is one of the most […]

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Income Producing Activities for Sales Leaders (Part 1 of 12)

As a sales leader, are you proactively recruiting and doing recruiting interviews? In my first installment of 12 activities that sales leaders need to do to make money, I am going to talk about the importance for you to be constantly recruiting. Even if there is NOT a need currently, you NEED to have a file of source resumes. Otherwise, […]

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The Average Person Checks Their Phone This Many Times Per Day

How many times a day do you check your phone? You might be shocked to learn that Benjamin Hardy sites in his book, Willpower Doesn’t Work, that the average person checks their phone 85 times DAILY. This may be why you feel that you do not have enough time in the day. I’ve been reading Benjamin’s book, and it has […]

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How Sales Leaders Can Cut Interruptions In Half (Part 2)

Let’s talk about my second tip in cutting interruptions in half. It is about adding a SPEED BUMP in front of team member interruptions in your day. REQUIRING them to send a TEXT with what the challenge or issue is can teach CRITICAL THINKING and develop PROBLEM-SOLVING in your team. This can help prevent interruptions and prevent a drop in […]

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How Sales Leaders Can Cut Interruptions in Half (Part 1)

Charge a price for ADMISSION into your office! Every time a team member walks through your door require that they have at least two viable ideas to solve the challenge in front of them. It will help to train your team members to be future leaders. In my first installment of this series targeted toward sales leaders, I talked about […]

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My Number One Time Management Tip For Sales Leaders

I want to share with you probably the most impactful thing you can do to get more time back in your day and to empower your people. If you’re a leader with an open-door policy, start scheduling regular one on ones with each of your team members. At Southwestern Consulting, we call these “personal conferences”. They are scheduled regular one […]

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Why your Open-Door Policy is Killing You

What if I told you your open-door policy is killing your productivity and you are not creating leaders amongst your team? While you as a leader want to be there to help grow your team, you are making them weaker by them not trying to problem solve before walking through your door. I will help you get back to being […]

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This CEO’s Surprising Sales Tip Featured Client Interview with Joel Widmer

Saying no to prospects sounds risky, but today’s guest, Joel Widmer of Fluxe Digital Marketing, is here to show you how to turn your “no’s” into a robust referral relationship. Joel shares the two distinct and simple ways you can turn what you are already doing in your business, into a helpful tool for potential clients you can’t take on. […]

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