Will You Add? - Business

Do You Have a USP?
What’s that, you ask? Well, a USP is a Unique Selling Proposition. It’s a one to two sentence phrase that lets your customers know exactly why they should buy your product over your competitor’s products.Sounds obvious, but think about it. Why should your customers buy from you and not someone else? You need a good reason; otherwise, your lack of one will indicate that you are merely jumping around shouting out “buy m

arterback who led his team to the Super Bowl from the bench? How can today’s organizations compete in our market of personal creativity and innovation with a President of Sales Force America who sells from the bench? The answer: they cannot.

Leadership has never been more important than in today’s marketplace. And there is not a stronger need for leadership among any gro

Know Thyself: MBTI or DiSC
In my practice as an executive coach and consultant, I use both the MBTI® and the DiSC®. I am often asked, “Which one is better?”The question reveals a common misunderstanding about psychological instruments. The fact is, there is no such thing as “the best” psychological instrument. As consultants who use psychological instruments our challenge is to choose the “appropriate” psychological instrument.As long as a p

Once upon a time I worked for a Vice President of Sales who made me want to be a better sales person. He was confident and he expounded from experience. When he spoke to you he looked you in eye. When he touted hard work as the one reliable indicator of success, you knew he meant it because he’d done it.

Most of us have been fortunate to have spent a period of our professional lives with someone we would walk on hot coals to please. This particular gentleman, in my professional life, made we want to sell better and be better, at everything.

Not all Vice Presidents of Sales are going to possess the natural leadership ability and intangible traits that made this person a perfect fit. There is a question we should ask however: Should they not all try?

The Vice President of Sales is really the President of the country we sales people call “the sales force”. Mr. President of Sales Force America should treat his constituent salespeople much like the President of the United States treats the voting public. The President of the United States runs the government of the people and for the people. Then too, the Vice President of Sales should run the sales force of the salespeople and for the salespeople.

The Vice President of Sales should become an advocate for an improved compensation plan not its inhibitor. He should stump from the podium and from the conference call and lead his team. He should be the best salesperson in the company and he should be selling! Who was the last quarterback who led his team to the Super Bowl from the bench? How can today’s organizations compete in our market of personal creativity and innovation with a President of Sales Force America who sells from the bench? The answer: they cannot.

Leadership has never been more important than in today’s marketplace. And there is not a stronger need for leadership among any grou

Signage for Mobile Car Wash Vehicles
If you are in the mobile car wash business and you should be. Then you know that your clean work vehicles is your best piece of advertising. But what type of signage should you put on it? Your work vehicles will be very visible in the parking lots while you are working. It will be seen all day long as it is driven around town and when it is parked and you are working. The truck should be used as a sales tool. This brings us t

sional lives with someone we would walk on hot coals to please. This particular gentleman, in my professional life, made we want to sell better and be better, at everything.

Leadership has never been more important than in today’s marketplace. And there is not a stronger need for leadership among any gro

The High, High Price of Distrust
A paper manufacturer with over 300 employees once announced that it was planning to move to more spacious and attractive premises thirty miles down the road. When staff members heard the news, they were very apprehensive. Would transport be provided, so that they would be able to commute easily to the new factory? What would workplace facilities be like in the new place - even if the plant itself would b

ot all try?

Leadership has never been more important than in today’s marketplace. And there is not a stronger need for leadership among any gro

What's Luck Got To Do With It?
Hey salesman, how much are you going to earn this week? You think it all depends on your luck?So did I, once.Then at the Monday morning sales meeting we had to attend, my Sales Manager put me wise to this.'Robert, how much do you want to earn next week?'Not having a clue about what he was about to tell me and with a certain amount of bravado, I said, 'One thousand pounds'. This was 1980, so it was a

e President of Sales should run the sales force of the salespeople and for the salespeople.

Leadership has never been more important than in today’s marketplace. And there is not a stronger need for leadership among any gro

Do I Have to Provide a Salary History?
Often you see job postings with a request such as “Send resume with salary history to…” I don’t know about you but the first thing that pops into my mind is what do they expect to pay? The next question I ponder is whether or not it’s legal to request this information. Who will see my salary history when my resume and accompanying documents are received? Will it be the hiring manager, someone in the human resources department, o

Leadership has never been more important than in today’s marketplace. And there is not a stronger need for leadership among any group of individuals as there is amongst salespeople. We’re looking for inspiration every day and from every corner. If it’s not a book, it’s a tape. If it’s not a tape, it’s a movie. If it’s not a movie, it’s a co-worker. If it’s not a co-worker, it’s a friend or it’s your spouse or your kids. Inspiration is the lifeblood that feeds motivation. Motivation is the fuel that propels us every day to throw ourselves into the fires of rejection. Believing in your sales leaders and watching them fight those fires is the best source of inspiration a sales person can have.

How important is an effective Vice President of Sales? He is more important than the CEO. Last time I checked I’d rather have the talent in front of the customer as opposed to sitting in a high-back leather chair praying to the Gods of EPS and CAGR.

The message then Mr. President from just one of the millions of voters in Sales Force America is thank you. Thank you for being a Vice President of Sales who has sold something in his career. Thank you for spending nights away from your family to inspire your sales constituents. Thank you for your face to face hand shakes and your crisp direction in the client’s office. Thank you for having the number one quality that the President of Sales Force America can have: Selflessness.

You are one of us and we think you represent the best of us. When we open our eyes in the morning, they will stay open and we’ll prepare. We’ll prepare Mr. President because we know somewhere yo

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Over the years I have worked with numerous people on career development, from the high flyers in the city to mothers that wanted to start a home based business. Some of the people that I worked with said that they had their dream job, or it would be if only they could get a pay rise and be adequately paid for the great job that they do.

Generally, senior executives are very accomplished at their day-to-day activities within their respective industries. However, most are not skilled in what is often the hardest job they’ve ever had –...

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Will You Add? - The President of Sales Force America

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