This business problem is not worth fixing (hint, it’s not sales)
I don’t want to count how many business owners I’ve heard say something like, “I need to invest more time with the sales team; it could really make a difference.” Every business owner has far too many responsibilities and items on their to-do list. Combine that with...
How Motivation Theory can help you decide which problems to fix
Classic motivation theory states that there are three aspects of motivation. First, you must desire the outcome or reward. Second, you must feel you have the ability to achieve the outcome. For instance, I cannot jump over a building no matter how much I want the...
When I don’t know what to do, I do nothing…and it’s killing my business
No one would ever admit to this, but it’s human nature not to venture out into the unknown without reason. We are still wired to avoid the sabertoothed tiger that may be lurking. In sales, it’s always hard to know exactly what to do. Sales is a squishy,...
I could have fixed this years ago, but I figured it would go away
Never in the history of business has someone said, “Gosh, I fired them too soon.” Thousands of business owners have said, “Gosh, I should’ve fired them two years ago.” I don’t want to talk about firing employees, but I do want to talk about wishing problems away. Why...
Are black and white thinkers bad at sales?
Sales is the least predictable area of business. Sometimes it feels like you are throwing stuff at the wall, knowing that some of it will work, but never knowing which part. If you are a black-and-white thinker, sales can be challenging. If you are wired to think if...Recent Posts
Phantom costs could be killing your profits
I love a good bargain as much as the next person, but I learned a valuable lesson about phantom costs. That is, those costs that don’t show up on your income statement but drain profits. Everyone has heard the saying “good things are cheap, and she things are good,” however, we tend to forget it... Read more →
What is the upside to having a Proven Repeatable Sales Process?
A few years back, I was hired by a manufacturing company who was doing 7-8 million dollars in sales per years. They had been in business about 20 years and had experienced a few growth spurts, but were now in a stagnant position the past few years They were struggling to hit the next level. ... Read more →