Commission-only Pay Structures Suck

In my business, I talk to a lot of sales managers and business owners, and a fair amount of salespeople. One of the things I am always interested in is how they, (or the company they work for), hire salespeople and what their expectations are for their sales team.   One of the things that is discussed over and over again …

What Makes a Great Sales Manager?

While talking to a friend of mine about our usual stuff, (mostly accountability check-ins), we shifted to talking about sales managers.  I don’t even remember how we got on the subject, but it turns out that we had pretty different ideas of how a sales manager becomes successful.   His concern was that his sales manager was always out of the …

Setting Expectations for Better Sales Conversations

If you listen to any of the productivity experts out there, one of the things that they always mention is to not agree to a meeting without a clear agenda in place. This idea is nothing new; high performers have been doing this since the dawn of time. And yet… So many salespeople don’t really know how to set expectations …

Thriving as an Entrepreneur During the COVID-19 Crisis

We are in the middle of some strange times. We have never been in a situation like this before, so anyone who is telling you what is going to happen is just as unsure as you are. The news is all over the place, with a range from doomsday to dismissive.  For most people, even those that think it’s all …

Stop Wishing for a Hunter

When I am talking with business owners, so many of them tell me the same thing when it comes to sales: “If I could only find a pure hunter, all my problems would be solved.” This idea of hunter and farmer is antiquated and should really be shelved. For good. Here is the deal, you don’t even really want a …

Mindset is Everything

There was a time not so very long ago when I was a drastically different person. Self-improvement was a concept that didn’t factor in to almost any area of my life.  Reading books on self-improvement seemed useless. Listening to podcasts and audiobooks instead of music sounded incredibly boring.  And taking a regular sales class or going to seminars was something …

Just Start It

You’ve got a great idea! You’ve been thinking about it for a while, you know it’s something that people will love, and it’s going to be awesome. All you have to do now is get started… I’ll be the first to admit, my biggest hurdle is just getting started.  If you’ve listened to my podcast, (Sales Throwdown), or if you’re …

Don’t Let Your Value Be Decided by Others

When you create and sell websites for a living, (or any creative service tbh), you’re probably going to hear something like the following conversation over and over again.  I told a new prospect what our rates were and they said, “Well, my nephew built my last website for $500. Your prices seem way too high.”  To them, $500 was the …

Your Calendar is Your Friend

You feel like you’re working all the time. But somehow, there is still always more to do. And to make matters worse, you’re not even making the money or have the position that you know you should have. So your productivity is in the toilet and you have nothing to show for it. How does this happen? For me, it …

Knowing When to Quit

I had to do it. I waited way longer than I should have. After agonizing over it, getting talked out of it more than once, and dreading everything about it, I finally sucked up my pride and decided to quit.  *deep breath* To continue the theme of learning from your mistakes, what takes place in this post is from quite …