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Guest Post: Traits of Great Sales Managers Vs. Great Sales People

by Member Services Coordinator on 10/13

**Special Thanks to Brandon Barth, the Director of Sales at Graco for this guest blog post!**

 

In my 34 years in the painting business, I've come across many great Sales People and Sales Managers alike. While there are many personalities that can be successful at either, I have observed over the years that there are some "common traits" that the best of the best all have. Below is my simple juxtaposition between great Sales Managers and great Sales People. One point I want to make is that all great Sales People do not make great Sales Managers, but all great Sales Managers were once great Sales People. By no means am I claiming this to be an absolute,just my personal experience.

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Guest Post: Seven Key Practices to Sales Success

by Member Services Coordinator on 09/11

Guest Post: Seven Key Practices to Sales Success

*Originally publshed by PipelineDeals at https://www.pipelinedeals.com/blog/

 

If you're in a small or medium-sized business, you're always looking for an edge to maximize your sales success. PipelineDeals recently hosted our first annual Accelerate Sales Conference to bring together the top minds in sales and marketing to share what high growth companies were doing to excel. Seven best practices emerged from the keynotes and sessions as the difference makers for sales excellence in SMB.

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What’s the Strategic Intent of your Business?

by Brian Nolan on 08/11

What’s the Strategic Intent of your Business?

When I started Nolan Consulting Group in 2004, my accountant said to me:  “what’s the strategic intent of your business”.  I gave him a puzzled look.  I had done some work on strategic intent in the corporate world, but I had never really thought about it with our spanking new business.   He went on to say that you should never start a business without a plan to get out of it (an exit plan).  He said that it’s important to know what you want the business to be when it grows up.  This long range mindset and strategic context is important to have when making major decisions.   I loved it and immediately began to write my long term plan, looking 10 – 15+ years out.

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Time Management Tips for You and Your Team

by Amanda Kearney on 07/05

Time Management Tips for You and Your Team

As small business owners, you probably wear a lot of hats – you’re the President, a Sales Rep, a Field Manager, etc.  So it can be difficult to find time to be the Business Owner and make important business decisions.  In addition, we often need to blend the roles of our team – your Office Manager may also be your HR Director, Bookkeeper, Customer Advocate, etc.  Time management is key to balancing the roles in your business and nailing this hat trick.  Here are some tips that can help you manage your own time, as well as help manage your team’s time.

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Conflict Management

by Kathryn Freeman on 06/13

Conflict Management

Does Conflict bother you?  Does your management style encourage your team to avoid having difficult conversations with you and their peers?  Are your management meetings a series of 15 minute huddles with little to no discussion about growth topics?

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Recruiting is Our Number One Priority

by Kevin Nolan on 05/12

Recruiting is Our Number One Priority

Whenever I speak to business owners, I find myself consistently hearing the same few phrases: “No one wants to work for a contractor”, “I wish I could grow, but I just can’t find the people”, “Where have all the good painters gone”?  This may come as a shock, but I have something to tell you.

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Protecting Your Brand

by Conal Mulreany on 04/17

Protecting Your Brand

Do you remember when you started your business? Your entrepreneurial fire was lit! One of the first things you did was giving your company a name and logo. You agonized over it, but eventually, you choose a logo and a name that gets you excited!

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Team Planning: Another Successful Planning Adventure

by Brian Nolan on 01/23

Team Planning: Another Successful Planning Adventure

As I boarded a plane from Sacramento to Philadelphia on Friday night, on my way home from a successful planning retreat,   I reflected on the planning teams I was a part of in January. I facilitated planning sessions for Fitzpatrick Painting in Albany, Oregon and Brooks Painting in Davis, California. Below are some thoughts on what made them successful.

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The Summit Exchange Program: A Hands on Learning Experience

by Colin Nolan on 11/18

The Summit Exchange Program: A Hands on Learning Experience

I wanted to take an opportunity to discuss one of Summit’s most exciting new initiatives, the Summit Exchange Program. Many of you know that Summit take’s incredible pride in our members and their willingness to share best practices. The peer to peer sharing and relationships that have been cultivated over the years has been strong contributor to Summit’s success. Summit has created the Summit Exchange Program to strengthen these bonds and enhance the sharing culture of our members.

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Leadership Case Study: What One Summit Member Has Implemented

by Andrew Amrhein on 10/04

Leadership Case Study: What One Summit Member Has Implemented

Recently, I was reviewing this year’s progress with a long-time Summit Member.  This year, his company will do approximately $2.5m in revenue.  To get there, he is now managing Supervisors in the Field, Office, and Sales.  He’s out of much of the day-to-day, but is learning his own lessons in leadership.  I’ve summarized below what he says he’s learned and implemented.

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