The Truth About Why Most Sales Reps Struggle to Reach their Goals, and What to Do About it.

09/17/2012 By

“Great things are not done by impulse, but by a series of small things brought together.”

- Vincent Van Gogh

I’ve got a secret to tell you. Many salespeople are not hitting their sales goals, and they don’t know what to do about it. Okay, maybe it wasn’t that big a secret, but it’s true.

Even though many sit down once a year and create a business plan for their territory, most are just going through the motions. They will think about it, write it down, create action steps, plan to take action, and then put it away. In the end, they won’t achieve most of their goals.

Do you know why they’ll struggle to reach quota? No?

Let me share four key factors that can make or break a sales professional.

[Read more...]

Filed Under: Independent Medical Device Sales Professionals, Medical Device Distributors, Medical Device Sales Professionals, Sales, Small Business

Remember to use the “F”- word when selling

06/22/2012 By

It happens all the time. You’re watching a program on TV or attending a live event and it happens so quickly, we can’t believe our ears! The dreaded inappropriate F-word just slipped out of the speaker’s mouth and caught everyone off guard. At that moment, the only thought going through your head is, “I’m glad it wasn’t me!”

The funny thing is, when I try to teach my three boys how to use the appropriate F-word I get a perplexed stare from them too. I don’t know what you’re thinking, but there are many words that begin with the letter F that we need to use more often.

So, what does the F-word have to do with selling or sales professionals? [Read more...]

Filed Under: Medical Device Distributors, Medical Device Sales Professionals, Professional Development, Relationships, Sales, Strategic planning, Time management, Work - Life balance

5 ½ Ways to Build Your Confidence and Sell More

05/24/2012 By

“Giving people self-confidence is by far the most important thing that I can do. Because then they will act.”
Jack Welch

How many times have you heard this in business, “you either have it or you don’t”? When it comes to sales confidence, some salespeople have more than others.  Does it have to be that way? I don’t believe so.

To be successful in selling, each day before you get your first cup of coffee, schedule a follow-up appointment, or make your first sales call, your top priority is to sell yourself on YOU!

When selling, absolute self-confidence is a necessity

You must be able to see yourself as the best person for the job.  You must have the confidence in your skills, experience, training, education, relationships, product knowledge, service, industry, etc. [Read more...]

Filed Under: Business Development, Customer Service, Inspirational, Leadership, Medical Device Sales Professionals, Relationships, Sales, Strategic planning, Time management

Everything I need to know about Sales, I learned in Scouting

05/15/2012 By

Recently, I returned from an Advanced Leadership Development program, as an assistant course director, that had taken place over a long weekend. I have been an instructor and trainer for the Boy Scouts for a while and this program was the absolutely most demanding program I have ever participated in.  I have worked with numerous, adults, teenagers, and children of all ages over the years that I have been involved with scouting.

This particular course was definitely the memorable experience that I have had in a long time.  More importantly, I left that course with an insight that helped me understand how successful sales professionals are made. Let me tell you what I found.

Over time the true nature of sales professional will always rise to the surface. The type of person you are, the way you treat your co-workers, and the way you treat your customers.  No matter what you try to do, you cannot change what you are without changing who you are.   This is not only important in sales, but in business and life in general. [Read more...]

Filed Under: Business Development, Customer Service, Entrepreneur, Inspirational, Leadership, Medical Device Sales Professionals, Professional Development, Relationships, Sales, Training, Work - Life balance

What is your definition of Medical Device Sales?

05/06/2012 By

Many people think of selling in general as convincing or persuading others to buy goods and services that may or may not be needed or wanted. To others, selling is all about “closing the deal”. To countless sales professionals, this attitude towards sales might not be very inspiring or motivating.

Let’s be honest, if this is your outlook on selling, it’s comes as no surprise the difficulty you face everyday to sell well. I would too! How can we look at medical device selling from another point of view that would make it exciting and pleasurable, and get you jumping out of bed in the morning?  Almost sounds too good to be true, doesn’t it?  Keep reading then. [Read more...]

Filed Under: Independent Medical Device Sales Professionals, Inspirational, Medical Device Distributors, Medical Device Sales Professionals, Professional Development, Sales, Uncategorized
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