By Kelly Riggs | Sales + Leadership
The problem is that most salespeople don’t want to be responsible when they fall short. Instead, they conjure up a variety of excuses. It never seems to be their fault when they fall short. Elite salespeople, on the other hand, understand that the bottom line is about results, and excuses simply get in the way of finding a way to hit the numbers.
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By Kelly Riggs | Sales + Leadership
The truth is that practice is incredibly important to performance. In fact, I would ask you to name one skill of any consequence that does NOT require practice to excel at that skill. Anything? Of course not. You cannot perfect any skill unless, and until, you practice. Which means that your employees are practicing to improve their skills, or YOU (the manager) are guilty of the ultimate performance killer – no practice.
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By Kelly Riggs | Sales + Leadership
If there is one comment or habit that is an indicator of future sales failure or mediocrity, this is it: “I don’t have time.” Learning is the preventative maintenance of the selling profession. It is the only predictable remedy for falling revenue and compensation erosion.
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By Kelly Riggs | Sales + Leadership
As a manager, you can easily be guilty of creating the circumstances where employees fail, and, at the same time, provide the built-in excuses for the employee to use for the failure.
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