Resignation, Regret, and Lessons Learned
There is a sequel to The Great Resignation known as The Great Regret. There are some lessons that owners can take away from both phenomena to ensure they are doing everything possible to keep employees engaged and attract great talent. The Great Resignation The...
Positivity in Sales: A Choice, Not a Feeling
There are positive sales reps and there are negative sales reps. There always have been but the negative ones seem to be spiraling given the chaos since 2020. Here's a couple of things I've seen with reps that contribute to spiraling negativity: 1) I've been on...
Shooting Yourself in the Foot
I previously posted an article about how to tap into what motivates each sales rep on your team. In this article I’m going to talk about things that owners do, often unintentionally, that de-motivate their sellers. When I graduated from college, I had planned to go...
It’s Not Always the Money
Everyone thinks that sales reps are motivated by money but while some are, many are not. In my work in the printing industry, I often find reps who say they are motivated by money but won’t invest more time in selling or learning to facilitate earning more. If all...