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Atricle Dump - USC's Winning Lesson For Salespeople
Based on my experience in helping dozens of companies create performance appraisal systems that actually work, here are ten tips that will help any company create a new performance evaluation system that will provide useful data and be enthusiastically supported by all system users.
He seesaws from not remembering how it feels to lose, to not recalling how it feels to win.
Peter. F. Drucker, my professor, and world-renowned management guru, was fond of
I am continually amazed by the lack of attention many startup founders and management teams give to their startup websites. Too often, it's treated as a necessary evil (they’ll spend some time on it initially and then forget about it).Disclaimer: For my latest startup venture I’m w
And it’s true.
I was amazed at how many USC shirts appeared on the streets from Honolulu to Chicago during the team’s thirty-plus game winning streak. It was nearly as many as when UCLA had won the “city championship” a half dozen times in a row against its rival, a few years before.
But if you grow overly confident, as I believe the Trojans were, going into the championship game against Texas, if you believe it is your destiny to always succeed, then a big fall is imminent.
The hype helps against lesser opponents, who believe all of the Heisman publicity. But it doesn’t work against a competitor who is grunting it out, away from most of the pat-on-the-back publicity. There’s always a Fresno State Bulldog ready to bite, or a Texas Longhorn waiting to skewer you, especially when you’re becoming too full of yourself.
And this applies if you’re a big-time sports team, or just a successful salesperson.
Continuously, you must be able to separate healthy self-respect from cocky confidence--surgically, if necessary.
If you have the former, you still possess traces of humility, and you prepare like you’re rated #25, and not #1. With the latter, you’re preening in every mirror you pass, making sure you’re ready for your close-up.
A salesman who is on a roll doesn’t thank his lucky stars that he earned yet another sale.
He curses the heavens because some rare prospect finally said no, and he just can’t believe it.
His disappointment and rage can blend into a blinding potion that can make him stumble again and again, until he’s on a losing streak—something that seemed impossible a short time before, when everything was going his way.
He seesaws from not remembering how it feels to lose, to not recalling how it feels to win.
Peter. F. Drucker, my professor, and world-renowned management guru, was fond of q
Many a business meal starts with a soup course. Unless you have already begun by munching on the bread, this is your first opportunity to demonstrate your table manners-to impress or un-impress-your dining companions.Choosing the right spoon is step number one. If the table has b
The hype helps against lesser opponents, who believe all of the Heisman publicity. But it doesn’t work against a competitor who is grunting it out, away from most of the pat-on-the-back publicity. There’s always a Fresno State Bulldog ready to bite, or a Texas Longhorn waiting to skewer you, especially when you’re becoming too full of yourself.
And this applies if you’re a big-time sports team, or just a successful salesperson.
Continuously, you must be able to separate healthy self-respect from cocky confidence--surgically, if necessary.
If you have the former, you still possess traces of humility, and you prepare like you’re rated #25, and not #1. With the latter, you’re preening in every mirror you pass, making sure you’re ready for your close-up.
A salesman who is on a roll doesn’t thank his lucky stars that he earned yet another sale.
He curses the heavens because some rare prospect finally said no, and he just can’t believe it.
His disappointment and rage can blend into a blinding potion that can make him stumble again and again, until he’s on a losing streak—something that seemed impossible a short time before, when everything was going his way.
He seesaws from not remembering how it feels to lose, to not recalling how it feels to win.
Peter. F. Drucker, my professor, and world-renowned management guru, was fond of
There's a time and place to network with people in order to generate leads, build rapport and form meaningful relationships. The change room at your gym, spa or country club isn't one of them. It's a lousy place to do any networking. Things dangle, imperfections are visible and being nake
And this applies if you’re a big-time sports team, or just a successful salesperson.
Continuously, you must be able to separate healthy self-respect from cocky confidence--surgically, if necessary.
If you have the former, you still possess traces of humility, and you prepare like you’re rated #25, and not #1. With the latter, you’re preening in every mirror you pass, making sure you’re ready for your close-up.
A salesman who is on a roll doesn’t thank his lucky stars that he earned yet another sale.
He curses the heavens because some rare prospect finally said no, and he just can’t believe it.
His disappointment and rage can blend into a blinding potion that can make him stumble again and again, until he’s on a losing streak—something that seemed impossible a short time before, when everything was going his way.
He seesaws from not remembering how it feels to lose, to not recalling how it feels to win.
Peter. F. Drucker, my professor, and world-renowned management guru, was fond of
Good grammar in spoken and written communications can dramatically increase your value to both current and potential employers. In the business world, and especially in the job interview process, an important part of your value is the perception you present of the profitability of your pa
A salesman who is on a roll doesn’t thank his lucky stars that he earned yet another sale.
He curses the heavens because some rare prospect finally said no, and he just can’t believe it.
His disappointment and rage can blend into a blinding potion that can make him stumble again and again, until he’s on a losing streak—something that seemed impossible a short time before, when everything was going his way.
He seesaws from not remembering how it feels to lose, to not recalling how it feels to win.
Peter. F. Drucker, my professor, and world-renowned management guru, was fond of
They say that it can take at least seven contacts to turn a stranger into a customer. When building relationships in business with your customer, it shouldn’t start when your customer makes the first purchase. It starts way before then. Instead what to do is cultivate your first contact
He seesaws from not remembering how it feels to lose, to not recalling how it feels to win.
Peter. F. Drucker, my professor, and world-renowned management guru, was fond of quoting the ancient saying:
“If the gods want to destroy you, they’ll first give you forty years of success.”
Or, maybe they’ll intoxicate you with cocky confidence by handing you 30+ victories in a row, or a hot season of selling.
No matter. Appreciate what General Patton said:
“All victories are fleeting.”
Gary S. Goodman © 2006
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