August 2016 | Business LockerRoom

Monthly Archives: August 2016

TRAIN HARD. PLAY TO WIN.

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Aug 30

When Good Results are BAD for Business

By Kelly Riggs | Sales + Leadership

Stop for just a moment and ask yourself a simple question: What is the defining characteristic of an effective leader? Think about it. What is that “one thing” that causes you to say about someone, “OK, that person is a leader.” If there is such a thing, it would certainly be useful, wouldn’t it? You could just identify those individuals with that one characteristic and get them on the bus!

But, the problem with the question is that it produces a laundry list of responses. A leader is actually many things: confident, decisive, commanding, persuasive, responsive, charismatic, transparent, caring, intelligent, innovative, insightful….and so on. So, you likely think this as an impossible or meaningless exercise. One thing? Really?

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Aug 25

The “Product Pusher” Trap

By Kelly Riggs | Sales + Leadership

One of the key challenges in moving to the Top 5% of the sales world is breaking through the “Product Pusher” trap. You know you’re in that trap when you frequently compete on price; or you routinely submit proposals that don’t get responses; or lots of sales calls end with you leaving (or sending) a business card and a brochure.

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Aug 23

The Invisible Trap of the Most Important Management Activity

By Kelly Riggs | Sales + Leadership

What I mean to say is that – for managers – perhaps the process of determining the most important thing is the most important thing they do. After all, someone has to determine the priorities of the team, right? Which is to say that perhaps THE most important thing for a manager to do is to make sure that the priorities chosen are the right ones. Good thought. Unfortunately, this idea can also cause a team to drive off a cliff.

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Aug 16

The Nonsense That Passes for Sales Management

By Kelly Riggs | Sales + Leadership

When a company needs a sales manager, the first place they typically turn is to one of their top salespeople. That’s no big revelation. I mean, who would we turn to – one of the bottom-dwellers?? As a result of this very common practices, I’m you’ve heard (and probably experienced) that promoting your top seller to the ranks of management is usually a disaster just waiting to happen. You lose your best salesperson, and get (more often than not) a mediocre sales manager. But why is that? Why can’t top salespeople become excellent managers?

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Aug 09

How to Kill a Sale (and Never Even Know Why You Failed)

By Kelly Riggs | Sales + Leadership

There are certain things that average salespeople do over and over that can kill a sale. I know because I’ve done most of them. For some, I’ve been guilty many times. [I’m not hopeless, but I am slow.] Turns out, however, it’s not just me; most every salesperson makes these same mistakes. Which is sad because every single one of the seven things listed below can be fixed immediately.

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Aug 02

Job Descriptions Are a Joke

By Kelly Riggs | Sales + Leadership

OK, so you’re wondering what in the world job descriptions could possibly have to do with engagement, right? Let’s start with the fact that job descriptions are more of a legal tool than anything. And, truth be told, with the exception of a cameo role in the hiring process, the standard job description is rarely used anywhere else! Which means they are simply a way to filter resumes by comparing needed skills sets with what is presented by the candidate.

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