My NEW feed is up and running!

The feed for Sales Management 2.0 is now up and running. You can subscribe to the new feed by clicking here:

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The new site still looks a little rough, but by the end of the week I plan to have my CSS editing done and the new logo up. At that point this site will be officially dead and all pages will link to the new site.

I have had a lot of fun on this platform, but the new Ning platform I am moving to is going to allow me to create a full blown community site where all my readers can create a profile, host their own blog / feed, create groups, use community forums, and chat live with the other members. I look forward to seeing you on the new site: http://salesmanagement20.com

 -Brad

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My site is Moving!

EVERYONE THIS IS URGENT!

I am  moving my blog to a new URL. Please note the new URL is : http://www.salesmanagement20.com


 If you have been reading my blog for any period of time you already know I have been talking about re-branding for a while. The good news is I am almost done! I am in the process of setting up an new social-networking site called Sales Management 2.0 This site will be live for a another few weeks while I move the blog posts and whatnot over to the new URL, but I am very excited to share with you some of the new features that are available on the new site.

Sales Management 2.0 is more than just a blog. At the new site you will be able to read my blog, and also host one of your own! It also has community forums, and the ability to create groups for the purpose of networking. I am excited to launch this because it will give salespeople and sales managers the opportunity to network, share ideas, mentor others, and learn all on one site. I am also excited because it is going to not only give me a outlet for my blog but will serve a a web based community for like-minded individuals where our interaction can be more two way instead of me writing and others commenting we can reverse roles all on one site.

IF you have subscribed to this site via a reader, please subscribe again at the new URL http://www.salesmanagement20.com. I will be ending the old feed in a month or so.
Finally, if you have this site in your favorites or have a link to me, please make the necessary changes on your site, Digg, Technotati, etc….

I think when the move is over and the new site is complete you will be very happy with what you find. Thank you all for your patience while I make this move, and please remember the new site is still under construction so it looks a little rough right now. I hope to have it 90% complete by the end of the weekend and will keep you all updated.

Again, thanks for visiting and enjoying this site while I have grown and learned over the last year. I hope you will continue on with me to the new site!

-Brad



Visit Sales Management 2.0

Self Reflect, Recharge, and Redirect for Success in 2008!

Wow what a year! I don’t usually share personal information in a coaching post, but in this case it is appropriate so here we go!

I have not blogged since October, and it has really weighed on my conscience, because I feel a commitment to my readers to continue to put out good information, and inspiring posts on a regular basis. On the other hand, I am a sales manager with commitments up, down, and across my organization to meet as well. Up to my boss, his boss, and the rest of the way up all the way to our shareholders. Down to my team, where I have to make sure 14 families get fed (have you ever thought about your responsibility that way?). Finally, I have obligations to my peers to generate the revenue that keeps our location running and growing. Needless to say if you examine this too deeply you can easily get overwhelmed!  This is probably not how most sales managers think about their job… Most of us only think about ourselves and our commitments up and limitedly across the organization.

I am on vacation right now, and with rest comes reflection… I have had a great year this year. I won two “Recruitment Team of the Quarter” awards, and capped off the year with a “Northwest District Director of Recruitment of the Year” award. In addition to that, my team set two quarterly sales records for our site, and also set an annual sales record! All great stuff, but if your company is like mine; and it probably is, you know in the next year I have to exceed all of those goals by at least 10% with limited additional resources! The short lesson is while missing the mark is not good for your long term longevity, neither is exceeding them by too much!

Now to the point of this message! I was reading the Simple Truths Newsletter today, and ran across this video clip. It is a great video about teamwork based on the United States Navy’s Blue Angels. This video gave me the starting point to several pivotal questions I plan to reflect on going into the New Year. Questions like:

  • At what level does my team operate?
  • Is it time to (or how can I) raise the bar?
  • What is the center point of MY team? (What is it we rally around?)
  • What values do we share?
  • Do those values align with our purpose, mission, and actions at every level?
  • Am I willing to sacrifice individual gain for the good of my team? Are my team members?
  • Do I lead by positive example?
  • Do I always and consistently behave in the way I expect my team members to?
  • Am I tapping into the strengths every member of my team brings to the table?
  • Am I communicating effectively and efficiently up, down, and across my organization, and is that communication open and honest?
  • Am I providing the most effective training possible?
  • Does my team prepare to win? Do I? How could I do that better?
  • What am I doing to improve my own attitude, and the attitude of everyone I come in contact with?
  • Do I strive for perfection by focusing on incremental improvement?

In order to operate at 100% efficiency we need to take the time to regularly self reflect, recharge, and redirect our efforts.  The impossible is only impossible until someone does it… In this article I have shared just a few of the questions I will be answering myself over the rest of my vacation. More importantly I’ll be sharing those answers with my team at our first Friday training of the year and seeking their input as well.

My team had a great 2007. Better in fact, than most people thought possible. 2008 brings bigger and better things for us. We will have to beat all of our previous records to bring home another victory.

The definition of insanity is doing the same thing again and again and expecting different results. Clearly to set new records we must change the way we operate. We must go from being a good team to being a GREAT team. This exercise is the first and most important step.

I started out this article talking about commitments, and after some additional self examination, my writing here is also an important step in my own personal and profesional growth. It is where I think things through, and share with my peers what is working for me and why. So now it is time to end with my commitment to all of you! I am committing to writing two substantive posts per month, and several (I don’t want to limit my self by putting a number on it) shorter posts to fill in the gaps. if you catch me slipping e-mail me!

I hope this exercise was helpful. I would love to see some of the questions you thought of in the comments section. Good luck to everyone! I hope you all have an outstanding 2008!

-Brad

  

The 10% Principle.

I want to start this post off by thanking my friend Sean for sending me this link. I have fallen out of the habit of writing like I should during our busiest quarter of the year at work, and this was just the thing I needed to get me going again. The funny thing is I have had this same talk with several of my sales people in the last week as we were planning out the new “plan year” for them.

 The subject of that talk was what I call the 10% principle. In my experience the difference between the top and bottom performer on a team is usually less than a 10% difference in conversion percentages. However that small difference in performance can equal 200% or more difference in salary. On my team my top producer converts leads at about 7% and my bottom at about 4% and the difference in what I pay them is… well lets just say its a lot since several of my staff read this blog.

 So that brings up the question how do you get that 10% improvement? The same way you eat an elephant. One bite at a time. To see how I teach my staff to break down their conversions take a look at my article Start With the End in Mind. This article will give you the basics on how to dissect and analyze your conversion data. Once you have done that find the places you could do better in and try to get 1% better in one area this week, then next week pick a different area and try to improve that area by 1%. Over time these little 1% differences in your conversion funnel will pay huge dividends over time.  

This is one of the pivotal principles I teach my staff. With out this level of understanding of your conversion data I do not think you can maintain  longterm success or make significant improvement.

If you did not watch the 212 Degree video it is worth 2 minutes of your time… Click here!

http://www.allaboutnews.com/vc.php?a=y&b=13&i=81&rs=a6e379cc950b4c73

Carnival of Sales & Management Success – September 11, 2007

Welcome to the August 15, 2007 edition of carnival of sales & management success.

Please forgive me for taking such a long hiatus from my blog. As many of you know I work in for profit education as a Director of Recruitment and the months of August and September can be very difficult to say the least. The good news is school is starting this week, and things will be back to normal for me very soon. I have quite a collection of articles in this carnival posting. I hope this will tide you over until I get out a new post later this week. Thank you again to everyone for being so patient!

Gustav S presents 10 Reasons why only 4% of the population achieve their goals posted at success-is-in-you.com.

Gavin Ingham presents Getting in the right state versus getting in a right state posted at Jooplar.

Jane Chin presents A Danger of "Too Much Experience" posted at On Careers and Life, saying, "How often are you the victim of your own knowledge and experience?"

rck@TheRoadtoCEO.com presents How to React to Criticism posted at Get More Done with Activity Logs, saying, "Receiving negative feedback is never easy. But when you understand how it can help you accelerate your career, you might begin to view criticism differently.

One of the factors that distinguish expert performers from everyone else is how they interpret and use criticism. Instead of trying to avoid it, top performers welcome it and use it to significantly enhance their performance.

In this issue we share a strategy you can use to benefit from criticism, rather than feel hurt by it"

Karl Goldfield presents Building a plan Part 5: Seeing the results first - Thank you Mr. Covey posted at Coaching sales champions.

Ivan Rios presents How to Deal With Envy posted at artofleading.net.

Ivan Rios presents Mistakes Happen: How Do You Respond? posted at artofleading.net.

Ivan Rios presents When To Lose posted at artofleading.net.

Sagar Satapathy presents Startup Required Reading: Top 100 VC Bloggers posted at Bootstrapper.

George Courtney jr presents Ten Ways To Torpedo Your Sales Pitch posted at The Authentic Bartender Blog.

Bhupendra Khanal presents Cost of Retention Vs cost of Acquisition posted at Analytics Bhupe, saying, "There is nothing called cost of customer acquisition or customer retention, all cost are to improve the product offering and service."

Jack Yoest presents Close the Sale: Make the Pain Worse posted at Yoest.com, saying, "30% of people admitted to a hospital’s emergency room feel no pain.

There might be a sucking chest wound or a missing limb, but nothing hurts.

An anesthesiologist will still administer an anesthetic not only for the pain, which might come eventually, but to also still the patient. To keep the patient quiet, sedated, compliant.

So even though the patient was not in pain, he still got a pain relieving solution.

(The Alert Reader will remember that Your Business Blogger once worked for Mallinckrodt — but only on the medical device side, not the drugs.)

Sales is sometimes the same way. A solution to the customer’s problem should be provided even if the patient customer feels no pain.

So how does the professional sales representative sell when there is no pain?

Your Business Blogger suggests that the sales rep doesn’t."

Charles H. Green presents Deer in the Headlights Decison-Making > Trusted Advisor Associates > Trust Matters posted at Trust Matters, saying, "When faced with surprise sebacks the way most people react is to just do the same thing - they freeze, and can't adapt. Some people, however, can. Why?"

wilson ng presents Going to the Top too fast posted at Reflections of a BizDrivenLife, saying, "Success is intoxicating, and we all desire it - if possible, we would like to have it thrust upon us as soon as possible. However, scaling up too fast can be dangerous, and success that is easily won can as easily be lost or worse, can hurt you as much as failure does."

Gary van Warmerdam presents Being Optimistic With Awareness posted at Happiness, saying, "In the best selling book Good To Great Jim Collins advises us of the perils of being optimistic. That same awareness can serve us in other areas of our life as well. The key is to have the awareness to discern the good optimism from the dangerous optimism."

Moneywalks presents Ways to Avoid Procrastination posted at moneywalks.

rck@TheRoadtoCEO.com presents A Motivation Secret of Top Performing Managers posted at Get More Done with Activity Logs, saying, "A Motivation Secret of Top Performing Managers
August 7th, 2007
A frequent question we get from managers at all levels is how to motivate consistent high performance from others.

In today’s business environment, you can’t force anyone to do anything.

As a manager, you need to think of yourself as leading a volunteer army. In the words of President Dwight Eisenhower, you need to get people to do what you want them to do because they want to do it.

The fact is, psychological research proves that praise and appreciation is far more effective than threats or punishment regardless of what you want people to do.

When people want to do something they tend to put in more and better effort than if they believe that they have to do it. And in this issue we share a motivation strategy that you can use to encourage this kind of voluntary contribution from everyone around you."

Uni presents My ?Proof? of The Law of Attracion-in action (adimin post) posted at You Deserve More, saying, "A cute Law of Attraction story!"

Alvaro Fernandez presents Training the Aging Workforce posted at SharpBrains: Your Window into the Brain Fitness Revolution, saying, "A clear trend that will influence how sales Reps (and all staff) are trained."

Andrea presents One of my (Andrea) favorite "fun" books - not busi... posted at Fail Your Way to Success!.

Charles H. Green presents We've All Caught the Detroit Disease posted at Trust Matters, saying, "As the US car industry continues its inexorable decline it's worth looking at why and asking if other business are also exhibiting the symptoms of the "Detroit Disease"."

Christine Scivicque presents 5 Simple Steps to More Professional Writing posted at The Executive Assistant's Tool Box.

David Kam presents Give Gifts to Market Yourself posted at MarketingDeviant.com.

Louise Manning presents Are You A Good Facilitator? posted at The Human Imprint, saying, "Facilitation is an acquired skill and the ability to facilitate effectively improves more and more with experience."

Matt Hanson presents Matt’s Creative Advertising Blog » Blog Archive » Custom Made Jingles, Commercials and Music for Television and Radio posted at Matt's Creative Advertising Blog, saying, "Looking for the right sound and company to produce that sound can be somewhat tricky, especially if this is your first run with TV or radio. There are a number of things to look out for in terms of getting the best price with a great sounding commercial."

Eric Hudin presents From iPhone to YouTube - The Viral Marketing Method posted at Everyday Marketing Ideas, saying, "Many businesses take advantage of the newest marketing method available: viral advertising. Different marketing strategies are employed by product and service providers, channeling popular and existing social networking communities online."

Chris Russell presents Enhancing Human Performance posted at Productivity Planner, saying, "Knowing why people behave the way they do on the job is the key to gaining commitment to continuous improvement. A manager must understand peoples needs in order to increase motivation and therefore meet the needs of the organization."

Stacey Derbinshire presents Leveling the Playing Fields posted at Starting a Small Home Business, saying, "The lifeplan of school, college, and get a job is the paradigm most are trained to follow. However, only a small percentage of those who follow this plan end up with any level of wealth or financial satisfaction in their secular life."

Ben Yoskovitz presents Ignore a Customer’s Lifetime Value at Your Own Risk posted at Instigator Blog, saying, "Too many companies and people ignore the lifetime value of a customer, and don't pay enough credence to word of mouth."

Millionaire Mommy Next Door presents Evaluation is Critical for Success. How to Measure Your Progress. posted at Millionaire Mommy Next Door, saying, "I have learned from past experience with my other projects, goals and small businesses that it is crucial to monitor progress using analytical measures. Regular evaluations of any project are important for keeping it on track and in alignment with one's vision. Today, on my one month blogiversary, I am illustrating this important evaluation process."

edithyeung presents 7 Phrases Successful People Would Never Say posted at Edith Yeung.Com: Dream. Think. Act..

Luke Houghton presents Making the right decisions posted at Luke Houghton, saying, "Learning to make the right choices"

FitBuff presents I Can Stand My Stand Up Desk | FitBuff.com's Total Mind and Body Fitness Blog posted at FitBuff.com's Total Mind and Body Fitness Blog, saying, "Anyone who spends most of their day sitting down, especially those working from home, should consider a stand up a desk.

It's now been one month since I set mine up, and this article chronicles how it has improved my posture, productivity, and performance.

Plus there is a short video to show you how to set one up yourself for free to try out."

That concludes this edition. Submit your blog article to the next edition of
carnival of sales & management success
using our
carnival submission form.
Past posts and future hosts can be found on our

blog carnival index page
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The Seven Deadly Career Sins

I was surfing MSN.Com today and came across a really good article called Seven Deadly Workplace Sins. I really should write more on this type of topic, because many people in all careers fall into these seven career traps. However, I think in the high paced and high ego world of sales and marketing the problem is frequently magnified because so many very young high performing sales people get promoted into positions they are not yet ready for emotionally. When this happens, everyone looses. The company looses a high performing sales person, the newly promoted manager is set up to fail, and oftentimes fired or demoted, and frequently the team suffers because the new immature manager actually drives down production and morale.

I am in no way trying to advocate not promoting your top talent, it can be a GREAT idea. However, I think we owe them the training and preparation they need to be successful. One of the most important things I do on my team is mentor and train my top performers to someday be great sales managers, and every time I go on vacation or a business trip, I reap the rewards of this effort because I am not constantly worried about what is happening at work.

In your absence, SOMEONE is leading your team. Think about that for a second and ask yourself this question: Is it the person I want it to be? Or is it the joker encouraging everyone to go out for a 3 beer lunch?

Over the next few weeks I will be talking a lot about coaching, mentoring, and training, as well as the difference between leadership and management. I look forward to your comments, and hope we can get another great conversation started that allows us to all grow personally and professionally.

-Brad

Carnival of Sales & Management Success – August 1, 2007

Welcome to the August 1, 2007 edition of carnival of sales & management success.

Karl Goldfield presents Building a plan Part 4a: Get to know your team (New Hires) posted at Coaching sales champions.

Charles H. Green presents Top Ten Things Not to Say in a Sales Call posted at Trust Matters, saying, "Here's how to blow that sale in one easy step!"

Charles H. Green presents Trusted Professions posted at Trust Matters, saying, "Recent surveys ranked teaching as one of the most trustworthy professions in the US."

Charles H. Green presents Is Neuroleadership More Than Reinventing Wheels? posted at Trust Matters, saying, "Is neuroleadership doing more than just codifying common sense? Are there any lessons leaders can take away from it?"

Terry Dean presents How to Influence Others posted at Integrity Business Blog by Terry Dean.

rck@TheRoadtoCEO.com presents » Blog Archive » Get More Done with Activity Logs posted at Get More Done with Activity Logs, saying, "Get More Done with Activity Logs
Using activity logs as part of your time management strategy can significantly increase your productivity.

Karl Goldfield presents Building a plan Part 4b: Get to know your superiors, reports, and peers (Just hired) posted at Coaching sales champions.

Warren Wong presents My Partner?s Not Doing Enough Work! posted at Personal Development for INTJs, saying, "Do you find that your partner's not doing enough work and are angry for having to pick up the slack? Here's how to handle it."

Susan Velez presents The Millionaire Inside; Get Inspired posted at The Secret To Life.

Matt Hanson presents Matt’s Creative Advertising Blog » Blog Archive » Advertising Jingles and Commercials - Radio & TV posted at Matt's Creative Advertising Blog, saying, "I offer some great tips to stop you from getting ripped off by advertising companies. It can happen if you don't follow these simple rules. Thanks for providing the carnival."

Ivan Rios presents 9 Surefire Ways to Be a Bad Leader posted at artofleading.net.

Chris Tackett presents How to Write a Headline and Grab Your Prospect by the Eyeballs! posted at Direct Marketing News, saying, "The art of writing headlines is important for direct marketing. I will cover how to come up with some great headlines just like the one I use in this article."

Jimmy Atkinson presents 14 Good Hosting Options for Hardcore Developers posted at Dedicated Hosting Guide.

Eric Hudin presents You Can Make More Working Less posted at Everyday Marketing Ideas, saying, "Time management is a myth. Time doesn’t stop. There is no managing something you can’t control. What you can do is eliminate your wasted movements to become more efficient and effective."

That concludes this edition. Submit your blog article to the next edition of
carnival of sales & management success
using our
carnival submission form.
Past posts and future hosts can be found on our

blog carnival index page
.

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, .