by Shannon F.   Some of the sales industry’s most beloved inspirational quotes have grown a little stale. How many times do you have to be reminded to think positive, dream big, and make lemonade out of unwanted citrus? What if you don’t like lemonade? Here are four sales quotes that have never been written. We’re not suggesting that you frame them and put them above your desk, but maybe they will inspire you to overcome your sales challenges.   “Reaching the top of the mountain is a struggle, but once you forge the raging river, you’ll be among the stars.” What’s wrong with this quote: mixed metaphor; scientific inaccuracy What this quote teaches salespeople: Your sales struggles won’t always make sense. Know when to say, “Hey, are we talking about mountain climbing, kayaking, or astronomy here?” It’s up to you to get straight answers.   “Nothing’s impossible. Actually, some things are impossible. Consider another major category: improbable.” What’s wrong with this quote: not inspirational What this quote teaches salespeople: Does something seem so far out of reach that you would have to devote a disproportionate amount of energy to making it happen? Is your energy better spent working towards goals with a higher return and a greater likelihood of succeeding? Do the probable thing first, and then when you get done, take a stab at the improbable task. Realize that some things, like signing a customer who HATES you, might not happen in your lifetime.   “Winning is easy. […]

by Shannon F. Your handwriting can be a window into your personality, or it can simply make you wish you’d focused harder on staying in the lines during penmanship class. Many experts believe that handwriting can predict personal inclinations, professional attributes, and even chances of success. Take it with a grain of salt, but here is what your handwriting could say about your selling style. (For example, if your handwriting is large, close together, and sloppy, you may be a gregarious and people-oriented salesperson who focuses on the big picture.) Scribble something on a piece of paper and see where you stand. Small handwriting. Do you tend to blend into the wallpaper wherever you are? It could be your choice of sweater, or maybe you just have small handwriting—a sign of introversion. Microscopic writing may mean that you don’t have a big, boisterous personality, but it could also indicate that you are detail-oriented and meticulous. If these traits apply to you, you may be struggling in sales—a field where outgoing people with a big-picture perspective tend to thrive. Large handwriting. Often a sign of outgoing individuals, big handwriting could indicate that you have a larger-than-life personality and enjoy being the center of attention. As a salesperson, you likely excel at chatting up contacts and making new connections. Just don’t forget to step out of the spotlight every once in a while and truly listen to your prospects and clients. Cramped, close-together handwriting. Relationships are likely important to you if you […]

by Shannon F. Being a micromanager, especially in a sales-related field, is the worst. Really. -You’ll sap productivity by limiting initiative and self-sufficiency. -You’ll back up the flow of both ideas and actions, since you insist on having control of every detail. -You’ll drive away great people by not giving them a chance to succeed on their own. -Ultimately, you will fail to maximize the revenue-driving potential of your sales team. -Also, people won’t like you. Check out our fun, useful* flow chart to determine if you—yes, you—are a micromanager. If you receive the bad news that you are (or are in danger of becoming) a micromanager, fear not. Coming next, we’ll tell you how to curb your destructive behavior, encourage sales rep accountability, and boost your team’s morale. *Disclaimer: flow chart may not be fun or useful to everyone.