try to understand what went right or wrong on each sales appointment. By making the proper adjustments you can correct the mistakes made in your last sales calls. Over time you can observe and apply what's working and quickly discard what's not.

Whether we are talking about creating great chili or improving sales, planning and de-briefing are critical to success in sales. Think about it, is there anything worthwhile in lif

Interesting title for a sales related article wouldn't you say? On occasion I refer to making a pot of chili with my clients as an analogy for improving one's sales. Let me explain.

Remember the first time you tried to make a pot of chili or any other multi-ingredient dish. When you began, did you start with a recipe' and all of the necessary ingredients? Were they put in the pot in the right order and in the exact amounts? In the end, how did it turn out? If your experience was some pretty mediocre chili or worse, you ended up dumping the batch into the sink, then you are not alone.

Now, let's think about our sales in relation to this chili making experience. Your sales might be dismal or they might be improving, but are they the best they can be? Just like making award-winning chili, there are a variety of things that need to happen for one to get the blue ribbon. Here are two key factors in understanding where your "chili" really stands:

1. Do you have a recipe to start with? - Unfortunately, most sales people go on sales appointments without a call plan. You may not have the right or enough information prior to going into the sales call. Your talking to listening ratio might not be appropriate. Or, you could be presenting your product or service too early. Any one of these issues could be messing up your "pot of chili."

2. Have you taken the time to really taste your chili after each completed bowl? - The definition of insanity is doing the same things over and over again and expecting a different result. Unless you can effectively de-brief each and every sales call, it is difficult to improve your sales. Just like tasting each new batch that comes off the stove, you should try to understand what went right or wrong on each sales appointment. By making the proper adjustments you can correct the mistakes made in your last sales calls. Over time you can observe and apply what's working and quickly discard what's not.

Whether we are talking about creating great chili or improving sales, planning and de-briefing are critical to success in sales. Think about it, is there anything worthwhile in life

? In the end, how did it turn out? If your experience was some pretty mediocre chili or worse, you ended up dumping the batch into the sink, then you are not alone.

Now, let's think about our sales in relation to this chili making experience. Your sales might be dismal or they might be improving, but are they the best they can be? Just like making award-winning chili, there are a variety of things that need to happen for one to get the blue ribbon. Here are two key factors in understanding where your "chili" really stands:

1. Do you have a recipe to start with? - Unfortunately, most sales people go on sales appointments without a call plan. You may not have the right or enough information prior to going into the sales call. Your talking to listening ratio might not be appropriate. Or, you could be presenting your product or service too early. Any one of these issues could be messing up your "pot of chili."

2. Have you taken the time to really taste your chili after each completed bowl? - The definition of insanity is doing the same things over and over again and expecting a different result. Unless you can effectively de-brief each and every sales call, it is difficult to improve your sales. Just like tasting each new batch that comes off the stove, you should try to understand what went right or wrong on each sales appointment. By making the proper adjustments you can correct the mistakes made in your last sales calls. Over time you can observe and apply what's working and quickly discard what's not.

Whether we are talking about creating great chili or improving sales, planning and de-briefing are critical to success in sales. Think about it, is there anything worthwhile in lif

e to get the blue ribbon. Here are two key factors in understanding where your "chili" really stands:

1. Do you have a recipe to start with? - Unfortunately, most sales people go on sales appointments without a call plan. You may not have the right or enough information prior to going into the sales call. Your talking to listening ratio might not be appropriate. Or, you could be presenting your product or service too early. Any one of these issues could be messing up your "pot of chili."

2. Have you taken the time to really taste your chili after each completed bowl? - The definition of insanity is doing the same things over and over again and expecting a different result. Unless you can effectively de-brief each and every sales call, it is difficult to improve your sales. Just like tasting each new batch that comes off the stove, you should try to understand what went right or wrong on each sales appointment. By making the proper adjustments you can correct the mistakes made in your last sales calls. Over time you can observe and apply what's working and quickly discard what's not.

Whether we are talking about creating great chili or improving sales, planning and de-briefing are critical to success in sales. Think about it, is there anything worthwhile in lif

Any one of these issues could be messing up your "pot of chili."

2. Have you taken the time to really taste your chili after each completed bowl? - The definition of insanity is doing the same things over and over again and expecting a different result. Unless you can effectively de-brief each and every sales call, it is difficult to improve your sales. Just like tasting each new batch that comes off the stove, you should try to understand what went right or wrong on each sales appointment. By making the proper adjustments you can correct the mistakes made in your last sales calls. Over time you can observe and apply what's working and quickly discard what's not.

Whether we are talking about creating great chili or improving sales, planning and de-briefing are critical to success in sales. Think about it, is there anything worthwhile in lif

try to understand what went right or wrong on each sales appointment. By making the proper adjustments you can correct the mistakes made in your last sales calls. Over time you can observe and apply what's working and quickly discard what's not.

Whether we are talking about creating great chili or improving sales, planning and de-briefing are critical to success in sales. Think about it, is there anything worthwhile in life that doesn't involve learning, practice and improvement? The big difference is in sales, our livelihoods and family incomes are at stake. I can't think of a better reason to make an extra effort to improve and refine your sales.