IT IS NEVER TOO LATE TO THINK

I work with a business owner I’ll call “Al” who recently lost a star employee. Al was totally blindsided, and didn’t see the loss coming. The employee appeared happy, challenged, engaged and committed. Next thing Al knew, he was gone. Al brought up the loss at his TAB board meeting. He talked about how difficult […]

Read More »

SALES EXCUSES OR SALES SUCCESS?

Many private business owners tell me they struggle with sales. Most report little predictability , visibility or scalability in their sales effort. A large percenThe Alexander Groupe of seemingly successful entrepreneurs have a tough time maintaining any level of consistency in growing sales revenues and profit. When I ask owners for reasons their sales are […]

Read More »

I’M TOO BUSY

Have you ever wondered why the “busiest” people are often the least successful? Each month, I meet with dozens of business owners. Some consistently set and achieve their goals; others seem to be in a constant state of struggle. Interestingly, the owners who struggle the most also consistently seem to be mired in a conversation […]

Read More »

UNDERSTANDING SALES INCENTIVES

Incentives are an important part of our sales compensation. They are somewhat complex, since we pay commissions on each sale, profit margins and financing parameters. Faced with employees who claimed they “couldn’t understand” their compensation, I shifted the burden to them. Now each salesman hands in a worksheet showing what he thinks he earned in […]

Read More »

THE DOUBLE BENEFITS OF DELEGATION

I am able to work from anywhere; my car, a coffee shop, any of my business locations or from a different continent. My customers and employees know that I am connected and, if they need me, they can reach me by phone, email or text. This is possible because I delegate so much of what […]

Read More »

EXPANDING YOUR SALES CHANNELS

Many of us think that to grow our sales team we need to hire direct sales people. You can grow your sales team by adding channels. Additional sales channels include partners, Value Added Resellers (VARs), manufacturer’s representatives, etc. If you have strong relationships and partnerships with your channels they can contribute significantly to sales. If […]

Read More »

THE WAY IT’S ALWAYS BEEN DONE

I have been doing things the way my predecessor did them, and as a result every outcome mirrors what he would have done. TAB has a saying: “If all I do is hang around people who think the way I do, all I’ll ever do is what I have, and therefore, all I’ll ever have […]

Read More »

7 HABITS OF HIGHLY INEFFECTIVE SALESPEOPLE

The majority of Salespeople are simply not good. Most private business owners and sales managers would agree. A huge percenThe Alexander Groupe of salespeople do not consistently achieve desired results, and most consistently fall far short of their goals. Despite the fact that most owners tend to tolerate sales mediocrity and hang on to weak […]

Read More »

TRAINING A NEW EMPLOYEE

I have a new office employee to train, and I also have plans to leave the country in three weeks. While the timing is not optimally lining up, I have a plan in place to ensure my new staff person is equipped with what they need to succeed in my absence. My approach will be […]

Read More »

THAT WHICH GETS MEASURED GETS IMPROVED

In our TAB Board meetings, we often discuss opportunities to improve financial performance, including the importance of identifying and consistently measuring the key metrics driving the business. Preparing financial statements each month takes time and the statements are often unavailable for several weeks. Additionally, financial statements provide a comprehensive view of performance and the impact […]

Read More »