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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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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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Big Rocks and Action Items

by Kathryn Freeman on 12/11

Big Rocks and Action Items

For most of you, the budgeting process for 2016 is complete and, as Brian wrote in our last blog, now is the time to move into the annual planning that will make all that revenue happen.  I want to take this opportunity to focus in on the Annual Action Item list.  This list, in conjunction with your Big Rocks, will be your GPS for the upcoming year.  Let’s take a few minutes to work on how you develop it!

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New Year, New You!

by Amanda Kearney on 02/02

It’s the beginning of a new year.  Rise to the occasion and ring in a New You with the New Year!  A New Year marks the point for a fresh start.  Make sure you start it off right and pave your pathway to a Successful Sales Year.  

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Is Your Company Living a Powerful Culture

by Brian Nolan on 02/20

The CEO sets the culture of the company, including the sales culture. Below is a description of a company with a powerful sales culture.  Does your company live the following culture, or something like it?

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Hunting for Additional Work Orders

by Conal Mulreany on 01/12

Hunting for Additional Work Orders Conal Mulreany

With winter upon us and many companies are experiencing the seasonal slowdown. The fear of not having enough work probably kicked in several weeks ago. The results is to look very closely at what is scheduled. Breaking even is foremost on our minds; the check book gets hidden so it can’t be used unnecessarily.  The culture of our company changes into survival mode, and what it will take to get through the next few months becomes a major topic.

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Sales Accountability: Setting Goals and Staying Focused

by Andrew Amrhein on 12/16

Sales Accountability: Setting Goals and Staying Focused

Recently, I held a planning session with one of our “rising-star” sales reps in our Summit program.  Our call was focused on setting his goals for the coming year. Over the last year and a half, the rep had done a great job tracking his estimates, so we had plenty of data to look at – a great help. During our meeting, we went through a standard list of items, including # of leads, close rate, time spent prospecting, etc.  Then we hit on something interesting…and very motivating.

 

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Taking a Lesson From the Baseball Scouts

by Brian Nolan on 10/03

Taking a Lesson From the Baseball Scouts

The Major League Playoffs are here! That means only six teams are still playing baseball.  For the rest, the off-season has begun, and so has their scouting. The scouting personnel are making a list of players they want to observe and recruit.  These scouts are reviewing statistics and setting up a contact plan to go out and visit with the potential players. They’ll prioritize their list, make appointments, and fine tune their message. The scouts will track their prospects throughout the winter. When the time is right, they’ll make their offer.   

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