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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Steve Jobs was a great visionary, innovator and driver.

But above all else, he was the best sales person Apple had.

 

What are you doing to keep your sales team sharp, productive and successful?  No matter what size organization you have, sales is still the key driver of success and should be the number one priority of the CEO.  You cannot grow an organization by cutting costs.

 

Whether it is just you, a team of one, or a team of 10, 100, or anything in between, sales teams have to be led to be great.

They have to be trained and motivated to be effective.

They have to be accountable to be successful.

 

Today I want to look at these 3 points to consider what we can learn to make our sales teams better and increase our top line.

 

 

1/        The sales team has to be led.

Led by you, the CEO.

Yes, your sales leadership team has to do the job you put them there to do, but so do you.

You have to get the message out from the top of the organization.

Companies grow by increasing sales.

Cutting costs does nothing to grow the company.

 

The single most important key in any company is sales growth.

And sales growth doesn’t just happen.

When sales are up, the rest follows suit.

As the CEO, that is the message you must spread.

Send the message out to the sales team – the CEO’s top priority is increasing business.  Don’t just use words, use action.

 

 

2/        The sales team has to be trained and motivated.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

Why do large corporations spend so much time, effort and money training and motivating their sales teams?

Because they know it works.

Because it helps them become better, stronger and more successful.

Because it fires them up.

Even if you are your only sales person, you still need to go to a couple of conferences a year and learn and get fired up.

Hang out and get pumped.

Again, as the CEO, get out there with the sales team sometimes.  Show them how important you believe their efforts and energy are.  Show them you understand what they do and respect it.

A CEO with sales vision, inspiration, and motivation can create unbelievable sales numbers from the team.

 

 

3/        The sales team has to be accountable.

They must be held to the numbers.

As I always preach, sales are a numbers game.

Math is simple.

Either you are doing it or you are not.

The numbers do not lie.

And not just the final numbers, but all those numbers in between.

Making calls.

Prospecting every day.

Doing follow up.

Closing business.

Networking.

 

You must have metrics and use them to hold your sales teams accountable.

You have to make the tough decisions.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

Again, as CEO, you live and breathe this every day.

You support it.

There is no doubt at all – the CEO expects the numbers, period.

 

Great sales teams are led by sales driven CEO’s.

Inspired and driven.

 

Want to grow your organization?

 

Then put on the sales hat.

It is a big part of your job.

 

Need some help.

Give me a call.

Let’s talk.

 

Set up a short call with me.

Schedule it today, click.

http://meetme.so/coachmannynowak

“They’re called ‘Cold’ calls because of the shiver that runs up your spine every time you have to make one.”   Guerrilla Selling

 

“If you use humor and get a blank stare, you’re dead – But a cold call is a crapshoot anyway, so why not have fun.”  Jeffry Gitomer

  

I thought I would write this article today because I just keep hearing and seeing all this material out there, all these processes out there, all this stuff out there about:

“never cold call again,”

“never get on the phone again,”

“never worry about any of that stuff again,”

 and it is garbage.

Photo on 6-17-17 at 2.58 PM 

What do I mean it is garbage?

Well it is plain and simple: all great and extremely successful sales people know that the phone is the key into the safe.

 

It is the phone that opens business.

 

If you cannot get on the phone, you aren’t going to do business, you aren’t going to grow, and you aren’t going to build your business.

 

Yes, email is a wonderful tool, but you will still have to get on the phone.

 

Social media is a wonderful process, but you will still have to get on the phone.

 

SEO is a great process but you will still have to get on the phone

 

And it doesn’t matter what type of sales you do.

If anyone tells you, “If you don’t like the phone, don’t worry about it, you can still be a super sales person.”

You better get them checked out.FrontCover

 

The phone is the key.

Cold calling is only dead in people’s dreams.

 

If you spend one hour a day making calls.

You will be amazed at what happens, not just to your business but also what happens to you.

You will become a better sales person, a better communicator, a better businessperson.  It is just amazing.

 

We just completed the first 90 day cold call challenge.

I had a tremendous time participating in and running the process.

 

It is not just the business I received personally, it’s not just the people I connected with, it is that I learned to discipline myself to make calls every day and that discipline continued throughout my sales process and guess what? 

 

At the end of 90 days I am doing more business than I would have been doing had I not going through the process.

 

But I am only one person. There were many people involved in this process.  Some stayed to the end, many got out along the journey, but all learned something and took something back to their business.

And all this for a simple fee of $30.

 

It cost us about 60 hours over 3 months.

Amazing isn’t it?

In 60 hours you can transform your business.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

 

If you want to get in on the cold call challenge starting in August too, please click on this link and you can learn more about the process and sign up today.

 Learn more about the 90 sales challenge – click here.

 

 

Some have ask why we are starting in August and not waiting until September. The answer is simple: people do business 12 months a year.  Some don’t do business in August, but some don’t do business in January, some April, some September.

 

You need to do business every month.  You need to connect every day.

 

If you want to join us, (I especially encourage those out there who think cold calling is dead), if you believe cold calling is dead, you need to get in on this.

You are the ones who are going to get more from this than anyone else because, guess what?  Cold calling is not dead and you are going to learn a great deal and become better on the phone.

 

This is one of those keys that can put you in that top 5% of all sales people.  Don’t hesitate, sign up today.

 Learn more about the 90 Sales Calling Challenge – Click here.

 

 

I recently read about this concept in a great sales book called Fanatical Prospecting by Jeb Blount.  It’s a great book if you need help with prospecting.

 

These three things are the only ones you have control over in your business.

We often get upset about all kinds of things and, yet, when it comes down to balance, these are the only three things you can control. 

And these are the 3 things you should be spending your time, effort, and energy on.

 

 

So today I want to briefly explore each one.

 

First one is action.

Action is what you do.

Most people today, and I hate to say it, are part of the 95% that only think about doing it.

Everybody today wants to think about doing it.

And days, weeks, months, years, and decades can go by while you do this.

 

I am working on a new book which is slated for release in the fall, on decision making.  One of the major teaching points in the book is a call to stop thinking so much and to start just making decisions.  You will be amazed at what this will do for your life.FrontCover

 

A decision means that you are going to do something.

To start doing something.

If people today, in business and in life, would just start taking action instead of spending their life thinking about stuff, they would end up accomplishing 10, 20, and even 100 times as much.

 

But people think about it instead of doing it.

 

Number two is your reaction.

Your reaction can put you in the slow lane.

 

It really doesn’t matter what they did.

It really doesn’t matter that they ticked me off.

I still have my job to do.

 

What can I do about it?

I see people come in, and whine.

Oh, my football team lost this week and I am so upset.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

Who cares?

Your reaction should be, “Who cares? I don’t have a nickel in it.”

Let’s move on.

I’ve got to move forward with the important stuff that really matters.

The customer just quit.

OK, 

Now what is your reaction going to be?

Are you going to get them back?

Or are you going to replace them with another customer.

Stop whining about it and do something.

 

The third area is your attitude.

And you all know that I speak all the time about attitude, attitude, attitude.

And yet people do not understand that attitude is the biggest driver you have.

It defines what you do, when you do it, how you do it, where you do it.

And what kind of success you have.

 

If you believe you are not going to get there, you won’t.

I believe Henry Ford said it first.

 

Yet if you believe you will make it, you will.

If you believe there are going to be 200 roadblocks, look up, they’ll be there.

 

Believe and move forward.

 

The worse that could happen is that you could be wrong.

Then believe in the next point and keep on going.

 

Can you understand these three points?

Do you understand what I am trying to get through to you?

 

These are the three things.

If you can get these three into your process you will be amazed at what you can do.

 

If you want to learn more and are ready to make it happen, then get into my coaching program.

Watch this 18 minutes and 8 seconds of inspiration.

 

 

 

That will drive you.

Get into the program.

If you want to be a super star then get some help and we will teach and push you to make it happen in your life.

 

Stop thinking so much and start moving.

 

Thanks,

 

 

Everyone In Your Organization Must Sell!

Posted by Manny on June 4, 2017
Posted in Leadership 

Yes, I do get an extreme amount of push back on this statement.

Me, I am not a sales person, that is not my job!

(I hate that line.)

 

Yet, how many of you have listened to the commercial on Pandora or another source where a person was just robbed and they call a security company.

 

The victim is very distressed about their house being robbed and is looking for some answers to get a security system.

A girl comes on the phone and says, “Oh, sorry wrong department and then passes the call on.  Never even says a thing to the person.”

 

What is wrong with this picture?

 

What would you do if you were the person who made the call?

 

But more important, what would happen if this situation came up in your organization, would anyone answering the phone help the prospect?

 

I wrote the book a few years ago entitled, “All People Who Work For Me Are Selling.”

Available on Amazon at:

https://www.amazon.com/All-People-Who-Work-Selling-ebook/dp/B00K870VCW/ref=sr_1_7?ie=UTF8&qid=1496606997&sr=8-7&keywords=manny+nowak 

 

After I kept hearing this commercial, I figured out that this is still a problem, so I wanted to share one of the chapters with you today.

 

Do all your people have a positive attitude about your organization all the time?

 

 

Attitudes are contagious. Is yours worth catching?”
                                                ––Anonymous

 

Do all your people talk positively about your organization?

 

On the job?

Off the job?

 

At the soccer, baseball, football field?

Ever hear people complaining at work?

 

How about at the soccer field?

 

What happens when someone talks badly about a company?

Does it matter that you were just thinking of talking with him about business?

 

Did you just change your mind?

 

I love soccer, but soccer parents can be ignorant at times. Yet, do you know how much potential business is right there, no matter what industry you are in?  

 

Don’t forget the saying: “It’s not what you know but who you know.”

 

 

Attitude

 

Here are some stories of how people act off the job:

 

Story 1:

Joe:      I hate my job. The company really sucks; it takes advantage of us.

 

Mary:  What business are you in?

 

Joe:      I’m a sales person for a software development company.

 

Comment:

Mary’s sister was just looking for a company to handle a half million-dollar software project.  Too bad Joe will never hear about it

 

 

Story 2:

 

Kathy: Hey Jerry, how are you doing today?

 

Jerry:  Good, but not happy with a new client we are working with.  They are such a pain, always wanting everything perfect.  They are just going to have to deal with almost perfect.

 

Comment:     

Guess what company Kathy’s brother is running?

 

Story 3:

 

Sandy:              Hi Joe, how are you doing?

 

Joe:  Busy working. I’m building solutions to help companies do better, make money and grow.  It’s exciting.

           

Comment:     

Sandy’s sister is looking for help. Do you think she will remember Joe?

 

Are your people’s eyes and ears always open?

 

Are they thinking about where they work?

 

Are they looking for business for you?

 

If not, why not?

 

Wouldn’t it benefit you?

 

Your people are around potential customers for you every day.  Yet, if they are not looking out for you, you lose so much business.

Why aren’t they looking out for you?

 

Because they don’t care?

 

Or because they feel you don’t care?

 

Wouldn’t it benefit you if your people brought in leads?

 

These three stories are just a start.  If you are in the consumer home service business, construction, plumbing, electric, or whatever field, think about how much your people can do for you, just by having the right attitude.

 

President’s Story

As the owner, president or senior partner in charge of a business you might have many jobs and tasks, but you need to remember there are two tasks above all else that you have to do.

 

First, you must have a vision for the company. You have to know where you are going to take this company. Otherwise, why you are doing it?

 

Second, you must share the vision with all those you work with. Do you realize what impact employees can make if they work for a positive leader?

 

How does the attitude in your organization stack up?

 

 

Bill Gates (founder of Microsoft) brought in beds for his people to sleep in.

They slept and worked and slept and worked, sometimes leaving only once a week. Now I call that dedication. Would your people do that for you? If not, why not?

 

If they did, wouldn’t that kind of dedication make a difference?

Wouldn’t that kind of dedication take your company to new levels of success?

 

What vision have you laid out for them? If I ask your people to explain your company’s vision, could they tell me?

 

Have someone outside your organization ask them. The answers will be revealing.

 

Rule No. 5

Attitude is a 24/7/365 job.  Make sure your people are always talking positively about the company. You set the example, and they should follow through.

 

 

 

Memorial Day – Our Freedom Comes at a Price

Posted by Manny on May 25, 2017
Posted in Leadership  | Tagged With: ,

Memorial Day – Our Freedom Comes at a Price

 

Have a great holiday weekend – enjoy the weather, the people and the time.

american flag 

But please take a few moments and remember those who gave their lives so we could enjoy the freedom we have today.  Pay tribute to those who paid the ultimate price for us.

  

Remember those who made this weekend celebration possible.

Remember those that laid their lives down so we could have the freedom we enjoy.

Remember those who are out there doing it this weekend while we enjoy our freedom.

 

We live in the greatest nation on God’s green earth.

We enjoy a freedom that that we all need to take a moment and be thankful for.

 

Our nation is coming back; it is getting stronger every day.

We are regaining our confidence.  

 usmc

No, we are not perfect – but we are free.

We are free to have our opinions.

We are free to live our lives without the worry that so many in the world have to deal with.

We are free – but the cost was and continues to be high.

 

We are a nation of strong people.

We are a nation dedicated to freedom and the American way.

 

“One nation under God indivisible with liberty and justice for all.”

 

We are a nation that has gone through some tough times and always come out on top.

  

This weekend – enjoy.

But this weekend – take a few moments and remember those who died for us.

Remember those who paid the ultimate price for freedom.

  

This is Memorial Day – honor the men and women in our military who serve us and the America way.

 

God Bless you all.

  

Have a great weekend.

  

Coach Manny

USMC

 

  

  

Leadership Means Listening To What Is Not Being Said

Posted by Manny on May 22, 2017
Posted in Leadership 

You’re a bus driver and your heading south with 55 passengers.

Leg one of the trip, 4.4 miles and turn east.

Leg 2 – 3.3 miles

Leg 3 Turn back south 2.2 miles

Leg 4 Turn East 1.1 miles

You’ve driven 2 directions but made three turns for 4 different legs.  4.4+3.3+2.2+1.1 = 11 miles.

Question:  How old is the bus driver?

 

You are the bus driver – how old are you?

When someone is trying to take your focus off – get it back.

Zig Ziglar

   

How often do we pride ourselves on being great listeners, yet we just blow stuff off?

 

As leaders, we all have a full plate, stuff overflowing – but we have to remember that our people are what matters most.  Without them, we will not create anywhere near what we are capable of.

 

Today I want to share 3 keys that will make you a better leader.

 

1/        How many times has someone told you that something bothers them, really bothers them, but you just blew them off?  Then, they end up leaving your organization, and you sit there wondering why.  But they tell everyone else, “this was bugging me, I tried to get the boss to see it, but he/she just didn’t listen.”

 

Great leadership requires great listening and taking action. 

Make sure you become aware of those things that are getting under the skin of your team and do something about them.

 

2/        How many times has everyone but you known that a person in your organization is not what you think they are?  Yet your mind is made up, and you ignore their objections and keep rolling.  Companies have lost money, good people and great opportunities because the leader did not listen to those he/she should trust the most. 

Keep these communication lines open, and make sure your team is not afraid to tell you the truth.

 

A long time ago, I learned the hard way that a prospect should never come ahead of a customer.  The same applies here: the new guy/girl (the one who you believe can  walk on water) should not come ahead of those you trust and who have helped you get there so much in the past.

 

 

3/        When you mess up, stop, admit it, and clear the air.  As leaders, we often do little stupid stuff, which we just blow off, but this can create a wall that stops us from ever earning the maximum performance of our players. 

I remember giving a chair to one of my sales people in our old office.  Later, when we moved to our new office, I took it back and used it myself, never saying anything.  Not that big a deal, right?  I wasn’t able to put that relationship right again until I sucked it up and admitted how stupid I was. 

Be careful, the little stuff does really matter.   Maybe not to you, but to someone.

 

Leaders, open your mind and listen this week.  Take a look around and see if any of these apply to you and your team.  If so, do what you need to make it right.  You might be amazed by the results.

 

Want more on being the best?

Watch this video and start that journey to being the best.

 

 

 

So often, we waste too much time trying to sell to those who are not going to buy.

 

Stop.Photo on 5-14-17 at 8.40 PM

 

To be successful in sales today, you must get to either “no” or “yes.”

You can spend your life on “someday” and “maybe,” but you will not make money.

 

Today I share 10 strategies for reaching “NO” faster and moving on to prospects who will say “YES.”

 

Stop spending time with people who cannot, will not, or are not interested in buying, and start going after those who will.

Take your sales to new levels of success.

 

1/        Ask: “Do you have a budget for this product/service?”

“What is it?”

“Do you have the money to make this purchase?”

 

            If they don’t have the money, why are you there?

            Do you have a way to finance it – make it happen?

 

 

2/        Stop providing them a way to avoid making a decision, even if that makes them more comfortable.

Make it easy and simple for them to say “no.”

            But move them to make a decision.

 

            Ask tough questions.

            Don’t ease up by saying, “I will get back with you.”

            Or “Let me call next week.”

            Or “Do you want to think about it?”

 

            Looks like we have all the pieces in place, should I get the contract ready for you to sign?

 

            Based on our conversation today, I can’t see anything else holding up you moving forward, shall we get the contract ready?

 

 

3/        Ask for the order, clearly.

            “Let me get the paperwork started.”

            “Are you ready to commit?”

            “When would you like to start?”

 

            Close the deal.

 

 

4/        Shut up and let them make the next move.

            Say nothing.

            Be quiet.

 

            Let them make the move.

            Many times they will buy themselves.

            Using silence to make the sale is one of the greatest skills of successful sales people.

 

Closing Sales –

 

 

5/        Ask if they can make the decision or if others have to get involved.

            Figure this out as early in the process as possible, before you waste time selling to someone who doesn’t have the authority to buy.

 

 

            If they cannot make the decision, then get to the person who can.

            Don’t spend all your time, money and effort selling the wrong person and then having to do it all over again.

            If the decision must go before the board, ask to be there.

 

 

6/        Ask, “when can we expect a decision?”

            If not today, when?

            Tomorrow morning?

            Next Wednesday after lunch.

            3 Months from now.

 

            If they cannot narrow it down, they might not be a buyer.

 

Closing Sales –

 

7/        Ask if they are ready to sign, now.

            “Can we get this contract signed right now?”

            “This looks like a go, when can we get this signed off?”

            “So you are in. Let’s sign.”

 

 

8/        Ask: “if we meet your requirements today, will you sign?”

            “If we can make that change, will you sign immediately?”

            “Can we get this signed right now?”

           

 

9/        Ask what’s stopping them from signing right now.

            “You seem to be hesitating, what is holding you back?”

            “Have we not met your needs?”

            “Is there something else we need to do before you sign?”

            “What is stopping you from signing right now?”

 

10/     Make the “NO” decision for them.

            “I assume that is “no” and so let me pack up?”

            “I see you are not ready to buy, thank you.”

            “I appreciate your time, but I don’t think you are ready to buy.”

 

 

The faster you move on, the more business you will do. 

It amazes me how much time we spend selling to people who we know are not going to buy – just move on.

 

Relationship building is not being put off forever.

 

But remember, a “no” today does not mean you will not do business together in the future.

It simply means “not now.”

So gather your stuff and move on.

Find your next sale.

 

We build effective sales processes for companies of all sizes.

Need to increase your sales?

Tired of a sales process that continues to fail to live up to your expectations?

Are your sales people spending too much time on admin work and not enough time selling?

 

If so, we should talk.

Click link below to schedule a 15-minute call with Coach Manny.

http://www.meetme.so/coachmannynowak

 

5 Keys To Building A Great Sales Process

Posted by Manny on May 9, 2017
Posted in Leadership 

“The five S’s of sports training are stamina, speed, strength, skill, and spirit; but the greatest of these is spirit.” —Ken Doherty

 

The same 5 keys that build Olympic Athletics also are the 5 keys to building super sales organizations.

 

Do you and your team follow this process?

 

Today I want to examine these 5 keys and consider how they relate to sales.

 

1/        Stamina

            Definition: the ability to sustain prolonged physical or mental effort.

           

Sales is a long game.

            It exacts many defeats along the road.

            It takes more calls, more visits, more follow up.

            You have to keep climbing, all the way.

           

            If your sales team does not have stamina, then you need no longer wonder why your sales have ceased growing.

            Never accept any less than you expect.

 

            If your reps are not in shape, either physically or mentally, then get them there.

 

 

2/        Speed

            Definition: the rate at which someone or something is able to move or operate.

 

            How fast does your sales team move?

            Good sales people are always in motion.

            They are always doing something.

            They are energized.

           

            If your team sits around thinking, or is often slow to move, or not impatient, then I doubtful they will be successful.

 

            Motivate them. Make sure your team is on fire and rocketing forward at 100 miles an hour.

 

 

3/        Strength

            Definition: the quality or state of being strong.

 

            Able to leap tall building in a single bounce.

            Can your team do it?

            Or do they always need a break.

            Are they tired?

            Have they done enough for today?

            Will they be able to up against the competition and come out victorious? Will they want to?

 

            How strong are they?

            Remember, weak players breed weak players.

            They have to be strong, or they need to go.

 

            Make that one more call before your call it a day.

            Write one more note.

            Stop by one more place.

 

4/        Skill

            Definition:  the ability to do something well; expertise.

 

            Prospect, follow up, present, close

            Your team must be very good at all of these.

            If they are not, and don’t want to or recognize they can become better, they will never be stars at the sales game.

            In Olympic events, you must possess the abilities for that event.

 

            This event is selling.

            The abilities are prospecting, follow up, present and close.

            If you don’t have them or are not ready to commit to getting them, then why are we having this conversation.

 

            This is the easy one – get them training.

            Get them up to speed and beyond

 

 

5/        Spirit

            Definition: the nonphysical part of a person that is the seat of emotions and character; the soul.

 

            Love of the job.

            Love of the hunt.

            Making it a game and winning at the game.

 

            This fifth key is that something special inside that helps you execute the other 4.

            As a sales leader, this is what you give to your team to get up and rolling.

 

            Sales is a motivational game; you have to be up.

            No different than Olympic training.

            You have to see the results long before you achieve them.

            You can’t doubt or anticipate defeat.

            Focus on the victory.

 

            The gold.

 

So there you have it.

Now the question is, “how well are you doing with these?”

 

Does your team have them, and are they using them?

Remember, there are countless potential Olympic athletics, but only a few earn the gold.

 

There are many who want to be Marines, but only the few and proud make it.

 

There are many potentially good sales people – but only a few are stars.

 

If you want your organization to be a sales star, then we should talk.

 

Watch the video and then click below to set up a 15-minute call so we can learn more about each other.

 

 

To schedule a 15 minute call at your convenience, with the coach, click the link below.

meetme.so/coachmannynowak

 

 

Do you remember the Cowardly Lion in the story of the Wizard of Oz?  The lion went out in search of courage. 

 

What was it he learned? 

 

The story ends when the lion learns the simple fact that courage is not something that is found externally, but you have to find within yourself.  Courage means going forward without doubt.  If you believe you have courage, you have courage.  The lion found courage within himself.

So can you.

 

Today it is a simple fact that we lack so much courage in the business world.  As leaders we have to ask,  “where is the courage”?   As leaders, we should be setting the example for the people who work with and for us.  Where is the courage that we are suppose to be exhibiting to our teams and to ourselves?

 

How can we expect the people who work for us and with us to have courage, when we don’t have it?

 

Instead of courage today, what we exhibit is conformity. 

 

As Howard Hendricks says, “The opposite of courage isn’t cowardliness, it is conformity.  A belief is something you will argue about.  A conviction is something you will die for.  You cannot really live unless there are things in your life for which you are willing die”. 

 

Yes, Howard does take it to an extreme, but the bottom line is as Winston Churchill says,

“Courage is what it takes to stand up and speak”. 

Courage is also what is takes to sit down and listen.”

How to create real success in all you do

How to create real success in all you do

 

 

If you are a student of Churchill you remember one of the great lines he said when he was in battle,

“Bullets are not worthy considering… I do not believe the gods would create so potent of a being as myself for so prosaic an ending”.

 

Wow!

 

Where has that courage that Churchill and other great leaders exhibited gone? 

 

Where has it gone? 

What has happened in today’s world that we don’t exhibit that courage.

 

We are not cowards. 

No one is calling us cowards, but they might be calling us conformists?

 

Why don’t have the courage to take on the things we need to do make the changes we know are needed.

 

That is one of the reason’s we have lost our leadership in the world.

 

We no longer have the courage.

 

We no longer teach courage, but instead we teach conformity.

 

Yet people in the rising countries throughout the world are teaching courage.

They are teaching, “you can do anything you want” and “YOU can lead the world”.

 

So is it time we took some courage lessons?  Isn’t it time we set the pace and exhibited the courage we know we have.

 

If you have had enough of not reaching those goals.

 

If you have had enough of just conforming to things.

 

Then it is time you as leaders put up the courage to do something.  To make something happen in your business, life, career, health and family.

 

It doesn’t have to be some super extraordinary thing.

 

You can exhibit courage simply by standing up for what is right.

 

You can exhibit courage by simply making the decisions that will take you down the right path.

 

You can exhibit courage by showing your team consistency of how you operate.

 

You can exhibit courage to your team by being there for them and supporting them, backing them, teaching them and helping them.

 

I urge you this week to make a new commitment to courage in your business, life, career, family and health.

 

Help them as you move forward.  Look inside as the Cowardly Lion did.  You have all the courage you need inside yourself. 

 

Go out and make it happen.

 

 

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

 

CRM Helps Your Top Line Grow

Posted by Manny on April 24, 2017
Posted in Selling  | Tagged With: , , , ,

The most important role of CRM:

 

You can color it anyway you want.

How to create real success in all you do

How to create real success in all you do

 

You can justify it however you like.

You can preach it, teach it, push it.

 

But if your CRM system is not helping you increase sales, then you don’t need it.

 

As a sales leader, you cannot introduce tools to the selling team that do not help them sell.  Saving money is for accounting, not sales.

 

Sales is not accounting.

Sales is not operations.

Sales is selling – getting more business and growing the top line.

 

I have seen too many CRM projects fail because the process did not increase sales but instead increased work and accounting.

 

It created burden without results, like running each day and not being able to add distance or cut time, like cutting input and not losing weight, like exercising and not feeling any better.

 

So what does CRM need to do to help your sales team grow that top line?  Here are 10 things to consider, at with a final 11th at the end.

 

 

 

 

1/        Cut down on a sales persons’ administrative tasks.  All reports can be auto generated.

 

2/        The sales rep is better organized and uses their time on the highest priority items.

 

3/        CRM should make the rep accountable and help improve the sales reporting process.

 

4/        As a sales person, CRM reminds me what I said I was going to do and when I said I was going to do it.

 

5/        CRM can help segment opportunities and prioritize them so I work what I am supposed to work.

Order your copy today - just click this picture.

Order your copy today – just click this picture.

 

 

6/        Make sure follow up is conducted when it is supposed to.

 

7/        The CRM system must be easy to learn and use.

 

8/        The system must work on all platforms 24/7/365.

 

9/        The system must also act as a repository for everything related to the client. 

 

10/     CRM systems should also have automatic campaigns where I can insert my prospects and suspects and send them stuff without any additional input from me.

 

One final one, number 11.

CRM must be required.

No exceptions.

No slides.

Either you do it the way we built it, or you are out.

 

 

Want to learn more about CRM and how to find and implement the right solution.

Click the link below to set up a call with the Coach.

http://meetme.so/coachmannynowak

 

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