We once had an Executive Director who would hop on a plane to go out and visit with sales teams around the country. He was kind of like the company cheerleader. He loved to swoop in and get everybody fired up! Either before or after his "motivational seminar," he enjoyed sitting down with the management team to talk about their "troops." He would point out that, in addition to looking at the numbers, you can figure out very quickly whether or not a sales person is successful by ranking them on a scale of one to ten... in three key areas… Skills, Activities, and Attitude. Determine each person’s strengths along with their opportunities for improvement and then coach to it!

Skills:  I am a big believer in practice, repetition, and self-reflection. When I first graduated from college, I went into sports broadcasting… mainly play-by-play for high school sports and small college stuff. Driving to the games gave me a lot of time to think about and practice some of the key phrases and stories I wanted to share during the game. Over time, I learned a valuable lesson that has made a big impact on my sales career. Figure out what works… master it… and do it over and over and over again… making improvements all along the way!

Activities:  A teammate of mine and I were talking the other day. I told him that I was proud of him because he exceeded his goals for the first time! He had a big smile on his face… I mean he was gleaming with joy… and we were both giggling. He told me his next step was to figure out how to keep it going. I responded, "Sales is a lot like riding a bike. Not in the sense of ‘once you learn, you never forget,’ but more along the lines of… the faster you go, the easier it is to keep your balance!"

Attitude:  Zig Ziglar says, "Whatever you put into your mind becomes a part of the total you." Let’s think about what that means. There are so many elements to a person’s attitude… their attitude about themselves, about others, about their goals, about their career… about their life! Your attitude is your filter to the world. It not only creates your "self-perception" of reality… it becomes the image of how others perceive you!

Put your team to the test… rank yourself and each teammate on a scale of 1-10.

Name	Skills	Activities	Attitude	Total Score
Mr. Farmer	7	5	8	20
Mr. Hunter	9	7	8	24
Mrs. Results	9	10	9	28

Recommended Scale
10 = Superstar!
9 = Very Good!
8 = Acceptable
7 = Let’s work on it.
6 or less = There’s a Problem.

Total Score: Develop your people to achieve a score of 24 or better!

What other quick and easy ways do you use to determine areas for coaching and developing your people?

        

We receive a call and the caller ID says it is from "Joe Schmo." I knew it was a solicitor because we had ignored this same call on a couple of other occasions. But, needing to do the world of sales a favor, I answered the call. << MORE >>

Some people might be thinking... "What does this stuff have to do with sales and leadership?" After reading the book I've realized the answer is two fold... "Everything!" and "Nobody is really sure... yet." So, I decided to go and look at the numbers. What kind of reader interest have these articles generated so far? What I found was staggering and unexpected! << MORE >>

Kat Rice, internet consultant and founder of Veribatim.com, called me recently and said, "I’d like to do an interview with you to discuss the rapid growth and success of SalesBlogcast.com!" << MORE >>

What are the characteristics of a great closer? Closers have incredible confidence in themselves and in their product. They believe there is no company they can’t crack… no deal they can’t make. There’s no doubt they are offering the right solution at the right price. They know how to create an environment where the customer knows it’s time to buy. << MORE >>

You’ll never believe what happened at this little hole-in-the-wall restaurant I went to the other day. << MORE >>

Lately it seems like the most common approach I have been seeing and hearing about comes in some form of the soft-sell. Why is that? Well, I think it’s because everyone is worried about being that pushy sales person who turns people off the minute they start talking. << MORE >>

In my profession I am constantly challenging people to look at things from different perspectives... to look at it from all sides before casting judgment, seeking blame, or arguing adamantly. << MORE >>

Dad,

You have always been a symbol of great strength and power.  I will always remember the qualities I have learned from you… drive, discipline, integrity, excellence, motivation, success, accountability, and leadership.  Thank you for always keeping such high expectations of me.  Over the years, we have really grown to understand each other.  You know how much I admire and look up to you… but the thing that means the most… is that I know how proud you are of me.

Happy Father's Day... I love you Dad!

Doyle

        

I recently told a few people that I have been working on being unoffendable. I feel comfortable sharing this because I feel like I’m getting really close! << MORE >>

I love summer! It is a wonderful time to get outside, hang out with friends and give yourself a well-earned "breather." However, you may be surprised by the other reason I love summer! << MORE >>

I’ve been talking to a number of people lately who have all asked me some variation of the question, "How do I turn social networking into results… sales… new business?" << MORE >>

People win because...

They like the way you think and influence their thinking.
You listen and understand them.
They know you make them better… and they make you better.
You value, challenge, and inspire them.
You make wise decisions.
You lead when it is time to lead and follow when it is time to follow.
They trust you and you trust them.
You represent greatness, and you are good at finding greatness in others.
You make them feel like a champion.

People win… because they know you! -Doyle Slayton


                    

        

Sometimes new sales reps will ask their managers "this or that" questions to determine what activities are most important in their job. You may also hear these questions coming from veterans who are struggling to achieve their goals. They are very important questions because they open the lines of communication and create teaching opportunities for developing your people. << MORE >>

I recently posed the question, "Who is the best sales person you have ever worked with... What makes them great?" Our new friend Geoff Arbuckle had a fantastic response! << MORE >>

Think about your buying patterns. Do your interests change based on what you are currently doing in your "life" and/or your "career"? << MORE >>

"Motivation often involves thinking about incentives. Or, it means striving to stimulate others into wanting to do something. It eventually turns into control - how to control another person. We need to understand motivation for one very important reason only - and it’s not to control another person. It is to set up environments in which people can learn, grow, and thrive." -Lance Cooper << MORE >>

"Today we celebrate FREEDOM... we remember FAMILY... and we HONOR those who have sacrificed their life for us." -Doyle Slayton << MORE >>

SalesBlogcast.com is in the spotlight again... this time on Ask Jim Cobb Google Me Talk Radio! << MORE >>

"I often observe people who are constantly on the lookout for the next opportunity.  It becomes a pattern... be it career or relationships.  Their sights are always focused on what could be rather than what is.  As they mature, they begin to recognize all the great things they have been missing.  The greatest opportunities come to those who choose to create success from the inside out.  Be the best that you can be in all that you do today, and tomorrow will take care of itself.  It is the quiet confidence of knowing... Your time will come!" -Doyle Slayton