The Death of Glengarry

Sound Like Someone You Know

Lesson:  Some sales manager motivate the only way they know how – nothing personal so suck it up or move on


How Focus Will Ensure Your Paycheck Is Not Lean

Can you see these letters - W2?

I always chuckle when I hear a sales rep tell me that they have ADD or ADHD.  I chuckle all the way to HR and start the process of putting them on plan.  While there are a ton of ingredients needed to make a good sales rep,  few successful reps lack focus.

Focus on establishing a system – there are a ton of bad stats about how many hours of selling there are in a day, week, month & year.  The fact is that sales reps battle time management as their #1 nemesis.  While larger companies may offer some sort of BS training course around time management and the majority of the class will be a waste, these classes will offer some sort of system.  Whenever a rep tells me they don’t do well in systems or don’t need a system, I also start the “on plan” proceeding.  Do yourself a favor a make a prioritized list of tasks to be completed.  Other small steps to increase efficiency can be making phone calls on ride to and from work or eating meals at your desk – whatever it is, do yourself a favor a get a system that works where the amount of time wasted is minimized.

Own your number – you are in sales and have a number on your back – don’t ever forget that.  The best sales reps take some time to understand how they make money within the bounds of their quota/plan.  Doing so will help you figure out that through focusing on net-new business, can you make an extra 70% on a deal by selling a partner running a spiff.  Look at your number as a game and figure out what is the best way you can win the game.

Close your mouth -this is especially difficult for many reps as they seem to think what they have to say is important.  Its impossible to hear your customer when you are blathering on about yourself, your product, your life.  No one cares – shut it.

Understand your strengths – If you are not a details person, get some help with someone who is.  Know your weaknesses and put people in place who can help fill those gaps.  I know its common sense and I hope you already know it and are doing something about it.

Sell – its your job and you need to make sure that you are focused on the selling part of it.  Don’t forget to make it a priority in everything you do – ask questions, push the deal ahead – at all times.

Just so we are all on the same page, I know that you already know most of this.  My problem is that if someone tells me that but is failing to show me that they are doing something with this knowlede.  If you know you are weak in and area and do nothing about it, then you cannot succed and should do everyone a favor and stop giving reps a bad name.


Tommy Boy School of Sales Training

Lesson: Think about who you are talking to before you open your mouth

5 Signs You Should Look For A New Sales Position


#5 – You start work at 9 and end at 5 – this is not a job, its a career ask Chris Rock

#4 – You do your forecast calls and there are more than 4 managers on the call – each firing questions at you – quit today as you cannot make money at this place – too many people taking cuts of your commish

#3 – You hate what you are selling – I’m not going to give the “be passionate about what you do speech” but you can’t be successful selling something you dislike

#2 – You blame everyone else for your failure – product sucks, operations suck, no marketing, company suck – no pal, hit the bricks – you suck – get a job as Santa in the mall

# 1 – You feel lost in your job – I’m blown away by the amount of sales people who refuse to learn the new tricks of the trade – your relationships may carry you a few more paychecks but don’t forget that the tails of the people you have been riding will not be there forever – time to buck up pal and find a new cust serv job as this is not for you anymore

3 Ways to Build Sales Momentum on a Friday


One of the many annoying sayings heard around most corporate offices is “TGIF” (Thank God Its Friday) and I whenever I hear that, I say (under my breath) “You are a loser” because I hate Fridays.  As a sales rep, this is the time of the week where I get tangled up in non-productive internal meetings and forecast calls.  It’s also when most of my clients and prospects are shutting down for the weekend.  I’ve worked hard all week, moved some things forward and now I’m out of runway and must  stop pushing the deal foreward.  Or am I?  What if I could do a few small things to maintain my flow and keep the ball moving forward.  As a rep, this momentum is my lifeline.  Lose it and your are F’ed.

While there are many ways to build momentum and I thought I would share 3 ways to build sales momentum on a Friday:

1) Get Prepared & Be Productive:

Friday morning before 9:00 am – make a list with 2 columns.

Column 1 has the names of customers that you have not talked to in the past 2 weeks -NOTE: I never let 2 weeks pass without a live call into any existing client because if you don’t have time to speak to them, you do not deserve to have them .

Column 2 has a list of 20 prospects that you will connect live with that day.  This is the foundation of my afternoon call blitz.

2) Be Discliplined and Make the Damn Calls

Clear your schedule for any BS meetings and dedicate at least the afternoon to making calls – this goes for both inside and field reps.  Now while, you can’t cancel a forecast meeting, you can get prepared for that call the night before to limit the time it takes by having your shit together.  From 1pm-4pm, Continue reading