Archive for the ‘Sales Management’ Category

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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How to Maximize Your Sales Recruiting Results (Part 1 of 4)

I want to dig into this concept of having scheduled, blocked-off, focused time on your calendar for making your recruiting calls to new potential team members. At Southwestern Consulting we call these our “Golden Hours.” I am talking about the most important hours of your day. I’m excited to launch a little mini-series for my sales leaders who were actively […]

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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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What is Mortgage Top Producer’s #1 Key to Success?

“If I had to pick one (relationship building activity) that I think I like to do mostly because I think a lot of other people won’t do it and it’s so easy to execute, it would be video texting.” –Mary Van Dorn, Kinecta Federal Credit Union I’m bringing on one of my coaching clients, Mary Van Dorn, Senior Loan Officer […]

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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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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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Discover This Top Financial Advisor’s Surprising Sales Tip

“My attitude is, if you try to help people, good things will happen to you. Taking the focus out of how much money do I make per hour, which I do well, but that’s not the focus. By helping a client determine what they want and what they need, we can help them make intelligent and informed decisions.” -Bill Manby, […]

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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 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 Fourth Income Producing Activity of Sales Leaders (Part 4 of 12)

Do you run a weekly team meeting where you recognize people? If you do this type of TEAM meeting consistently, you will get: More Effort Better Results I’m doing a series on the 12 different things that you as a sales leader, the sales manager should be focusing your time on that make you money. Today in the fourth, it’s […]

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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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How Should you be Focusing your Time as a Sales Leader

As a SALES LEADER, what should you be focusing time on and tracking to create revenue? I’m going to be sharing with you the 12 things you can do that make you money. Many of the things you’re doing right now are not things that make you money. Over the next 12 videos, I will be focusing on sales leaders […]

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How to Set Up your Schedule for Success as a Sales Leader

Is your calendar structured in a way so that your time spent matches how you are getting paid? Sales leaders have all sorts of different commission structures. You may have some base salary and then possibly paid a percentage of your production if you are a producing sales manager. Also, you are probably paid a percentage of your team’s production. […]

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