Hiring Unproductive 'Sales Ghosts' Can Come Back To Haunt You Later
By: Alan Buhler
Have you ever hired a 'sales ghost'? A 'sales ghost' is a salesperson whose lack of skills, techniques, tactics and efforts continue to haunt you—one whose best sale ever was the one that got you to hire him or her.
Hiring top-quality salespeople can be difficult. While there may not be many 'perfect salespeople,' there are a number of really good ones out there. You simply need a way to identify them, develop them and retain them...read more
The Care and Feeding of Coaches
By: Michael Neill
In our last issue we discussed the challenges faced by many senior level managers as they attempt to develop their managers as effective coaches. The three challenges to overcome were defined as:
- Many Senior Managers have risen through the ranks, as have many of us, by being fast, accurate, possessing great technical skills and knowledge of procedures. Therefore, some may feel that what got them there will keep them there.
- Because so much focus has been placed on the skills and knowledge listed in point 1, self-esteem is derived from these talents while a lack of confidence exists in the area of coaching.
- The CEO track is often the CFO track. Understanding of analysis, strategy and finance comes more easily to the left-brainers than do intuitive people skills.
Please allow me to present a few ideas that may assist you in becoming the coach you would like to be....read more
How to Beat the Summer Sales Doldrums
By: Shawn Greene
Summer is here! It’s time to break out the sandals, slather on the sunscreen, and… worry, because sales have slowed down. Here are tips for dealing with the summer sales doldrums.
Expect Things to be Slow:
Appropriate expectations help prevent frustration. The fact is sales often slow down in the summer months. People not only take vacation, many take mini-vacations in the form of shorter hours and long weekends. That probably makes sense to you—you may be taking time off yourself—and yet we often get thrown when things slow down and prospects stop returning our calls...read more |
New Clients in 2009
Envision Credit Union
Service 1st Federal Credit Union
North Shore Bank
Houston Business Bank
BrightStar Credit Union
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Upcoming Events in 2009
WIB Business Development & Sales Forum
2009 FURST Senior Management Conference
2009 DCI Conference
Montana Credit Union Systems Conference
WIB Annual Bank Technology & Security Summit
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View Previous Newsletters
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©2009 CoreTrac, Inc. 8200 N Mopac,
Suite 280 Austin,
Texas 78759 512.236.9120 option 2
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