Tag Archives: Discipline

Make Time, or Pay the Price

The single most common complaint heard from salespeople is, “I don’t have enough time.” Well, except for the one about not closing enough sales. Or the one about the economy being so bad. OK, so maybe it’s the third most common complaint… But, truth be told, salespeople are typically so busy fighting fires that they […]

Who Are the Most Successful Salespeople?

I am constantly harping on salespeople about the importance of good planning: from strategically planning their territory development to planning each and every sales call. While it is not too difficult to convince most salespeople of the value of planning, it seems that very few actually follow through. To me, this clearly illustrates the difference […]