Archive for the ‘Training Your Team’ Category

A Holiday Party to Remember

Is your holiday celebration going to be the same as always or are you ready to start a tradition that is truly the gift that keeps on giving? Are you ready to stand out as the best boss ever? Are you ready to create loyal employees who would never want to work for anyone else? A couple of years ago, I […]

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Are You More than 50 Miles from Home?: Outsourcing Leadership Development

Reagan era politician and well-known political strategist Edwin Meese is famous for saying the following: “An expert is somebody who is more than 50 miles from home, has no responsibility for implementing the advice he gives, and shows no sides.”—Edwin Meese Sage wisdom, and it’s even truer today for leadership development.  Why?  Let’s break it down. More than 50 miles […]

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Seemingly Impossible to Possible

Have you reached a certain level of success and then found a lid that you couldn’t lift to reach the next level? These clients share their stories; sound familiar? Accountability is why Deborah Johnson signed up for Top Producer’s Edge. She had been a successful headhunter for 15 years, making good money and sort of floating along. She found that […]

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Create Your Ideal Schedule

Effective self-management begins with a well-planned schedule. The strategy is to create a schedule for the entire week which includes both professional and personal activities from the time you wake up until the time you go to bed. The idea is to treat this like you’re back in high school and schedule your activities in blocks of time.  I understand […]

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The Emotions of a Salesperson

“When you feel so mad that you want to roar, take a deep breath and count to four.” Those are the words of a children’s song, sung by Daniel Tiger. He’s the main character in a show produced by the Fred Rogers Corporation. Mr. Rogers believed that if we teach children what to do with their feelings—in other words, how […]

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From Personal Chit-Chat to the Sale

The following question was recently asked of me: “How do you move from ‘personal chit-chat’ into your sales presentation?” That’s a good question. My advice: don’t start a sales meeting with “personal chit-chat.” What? Have I lost my mind?!? This is how everyone does it! Yes, but is everyone a Top Producer? Here is how the Top Producers do it: […]

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Are You Guilty of “Drive-by Management?”

After we had been coaching together for a few months, Ted (a managing director in the insurance business) told me: “Before working together, I was guilty of drive-by management.” Ted, like so many managers, would do his rounds in the morning. He would pop his head in the door and ask: “How are you? Anything I can help with?” That was […]

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Are You a Manager or a Great Leader?

One of my favorite pieces of leadership advice when running a 1,000+ team was: “You can’t do for one what you can’t do for 100.” Think about that. Think about your business and what you are doing for your team members today. Write out that list and now put on your thinking cap. What can you do to systematize this […]

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Stop Doing it For Them!

Often, we as leaders, feel that we get our value from doing everything for our team members. Oh! I’ll go to that meeting and close that sale for you. Oh! Ask me any question you have about how to do something and I’ll answer it right away. I know how it is. We feel that this is the reason we […]

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Both Feet In

Have you ever been at a point in your business or your personal life where you weren’t quite satisfied with how things were going, so you started complaining about issues within your company/relationship, and started looking around for where the grass might be greener? Yeah, a lot of people get there. Many of us stay there for months, years, and […]

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The Tenth Income Producing Activity of Sales Leaders (Part 10 of 12)

Shadow your team members on a REGULAR basis. A day in the field is worth a hundred personal conferences or meetings. Today, the 10th income-producing activity is to shadow each of your team members in the field on a regular basis. At Southwestern Consulting we believe that spending some shoulder to shoulder quality time in the area with your team […]

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The Ninth Income Producing Activity of Sales Leaders (Part 9 of 12)

Are you running specific contests for your team with incentives attached to them on a regular basis? As a sales manager, we always get what we promote. When you’re creating a contest, you want to think about what sort of activity or behavior do you want to promote? At Southwestern Consulting we teach our clients to structure contests around things […]

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The Eighth Income Producing Activity of Sales Leaders (Part 8 of 12)

Does your team tend to interrupt you during the work day? The one thing I find critically important as I work with sales managers is helping them to set up weekly personal conferences or one-on-ones with their team members. These meetings will significantly cut down on your daily interruptions. If you have been following along in this series, the 12 […]

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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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Help! I’m Drowning in Work and I Can’t Afford to Hire an Assistant!

So often busy sales professionals know they need a rock star professional office assistant, but because of bad experiences in the past, they often decide it is just easier to do it all themselves than to hire and train someone who may, once again, disappoint them. But can there be hope?  Absolutely! Let’s face it, most top producers can’t work any more hours […]

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Sell the Sizzle Not the Steak

When responding to a presentation script from one of my amazing clients, I am reminded that often, to the sales person’s detriment, not every sales presentation is written around the time-tested idea of remembering to “sell the sizzle, not the steak.” In other words, people buy benefits. Think of it like this: A car salesman wants to promote the great […]

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