by Jonathan Brickman | Mar 13, 2011 | How to Hire, Sales Management
It’s a slightly cruel trick, but I always play hard to get if I am trying to hire a salesperson. If they hunt me down, pursue me with intelligence, figure out how to get me to call them back, then and only then will I even consider them for a sales role. The...
by Jonathan Brickman | Mar 7, 2011 | Leadership, Sales Management, What Happened Today
I learned a long time ago it’s much more powerful to have a repeatable process than to rely on the talent of a couple of employees, yet, why do so many businesses still find themselves held hostage to the “top performers”? Every Monday morning we...
by Jonathan Brickman | Feb 4, 2011 | Inspiration, Leadership, Sales Management
…divided we fall! Boy, is this true when it comes to business, sports, any team effort. Teams need leadership and a shared vision or there are problems. Boy, it’s easy to get lazy and forget this core principle of team behavior but great teams are all on...
by Jonathan Brickman | Feb 2, 2011 | Business Principles, Inspiration, Sales Management
This is true in business too. It’s painful, but sometimes you have to lose a client for them to realize what they had. And,…when they do, they “get it” and then you have a client for life! We lost a few in 2010 and they are starting to make...
by Jonathan Brickman | Oct 30, 2010 | Business Principles, Sales Management
Great businesses are built to last as people come and go. Sure, everyone wants to say their greatest assets are there people. There is some truth to that, but great people are cultivated from great management and repeatable processes. People come and go, that’s...
by Jonathan Brickman | Oct 27, 2010 | Business Principles, Communication, Sales Management
How come salespeople always want to underestimate their forecast? I don’t get it. I just had my top salesperson tell me about a deal that will sign and when asked about this on Monday he had a “dunno…answer”. What is the...
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