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Thoughts For The Week

Posted on August 26, 2013 under Thoughts for the Week.

No one else is responsible for you. You are in full control of your life so long as you claim it and own it. Through the grapevine, you may have learned that you should blame your parents, your teachers, your mentors, the education system, the government, etc., but never to blame yourself. Right? It’s never, ever your fault… WRONG! It’s always your fault, because if you want to change, if you want to let go and move on with your life, you’re the only person who can make it happen

Have a great week, pay it forward and remember, you can’t do it alone  –  never  hesitate to ask for help and counsel.

Craig McConnell, President, PrintGrowPro/SalesGrowPro

www.printgrowpro.com

www.yolophotographystudio.com


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Prioritizing Your “to do” List

Posted on August 22, 2013 under Life 101.

Focus on your priorities, but take things in stride.  Make decisions, not excuses.  Live one moment at a time.  Count your blessings, not your troubles.  Let the wrong things go.  Look for lessons in unforeseen obstacles.  Ask for help.  Give as much as you take.  Make time for those who matter.  Laugh when you can.  Cry when you need to.  And always stay true to your values.

      marcandangel.com    

Thanks for being here and make it a memorable day.

Craig McConnell, President, PrintGrowPro/SalesGrowPro

www.printgrowpro.com

Follow me on Twitter – http://twitter.com/printgrowpro


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Thoughts For The Week

Posted on August 19, 2013 under Thoughts for the Week.

You have the power  to make positive changes in your life.  When something is bothering you, don’t ignore it;  change it.  Don’t sit around in awe of how unhappy you are and at how unfairly life is treating you.  Instead, do something about it.   Make a change.

You cannot change your past and your future depends on the decisions you make today (August 19).  When everything seems like it is falling down around you, that’s a signal you can’t ignore.  It’s your brain’s way of telling you to get going and make some changes.  You’ve got choices; you just need to make the time to find them.  Pick the best one and execute it; take control of your life.*

 


President
PrintGrowPro/SalesGrowPro, Inc.
314-753-2802
craigmcconnell49@gmail.com

“Making Sales People Memorable”

Visit my blog @www.printgrowpro.com

www.yolophotographystudio.com

Follow me onTwitter: http://twitter.com/printgrowpro

*concept taken from the blog of Marc and Angel


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Sales Management 101

Posted on August 14, 2013 under Sales Management 101.
“Put Me In Coach. I’m Ready To Sell!”

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I’m aging myself by taking such liberties with the lyrics from Centerfield (the John Fogarty hit from 1985), but let there be no doubt, selling is a contact sport and, sadly, too many people enter the game unprepared and for the wrong reasons.

 

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Owners and Sales Managers, a question:  On a day-in, day-out basis, how productive is your sales force (really)?  How much contact do they really have with your customers, current and potential?

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All too often, senior management (across all segments of corporate America) has an inflated, unrealistic opinion of the competency of their sales team – with potentially disastrous long-term results. The perpetuation of sales force mediocrity can be tied to many things (bad hires, no written goals, a lack of accountability, refusal to make the hard decisions), but one thing is certain: for small and mid-sized companies, the risk of allowing your sales team to morph into mediocrity and become the most underutilized resource in your company will create a culture that nurtures underperformance – across all departments.

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With pricing continuing to ‘make no sense’ and margins being tougher and tougher to maintain, owners and sales managers are spread so  thin that effective, hands-on sales management is virtually  non-existent.  There is no one with the time to coach, to train, to mentor, and to hold people accountable.

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In too many cases, the creation of a true sales career path with consistent coaching is an afterthought or a tool that is provided only to the ‘newbies’ and under performers.

If senior management is not using coaching to support your sales team, you’re preventing them from:

*reaching their potential (personally and professionally)

* creating new solutions to old problems,

*and most importantly, from driving positive corporate change as leaders of your organization.

If you aren’t asking them the hard questions, making them do the things they don’t enjoy, and forcing them to improve the areas where they are weak, you are at risk of falling into the trap of sales mediocrity.

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I would proffer that  were you  to put 100  sales men and women in a room (this includes anyone who has any of these following job titles on their business card:  Account Executive, Sales Professional, Sales Rep, Sales Executive, Results Manager, Customer Specialist, Business Development Officer, Sales Engineer, Solutions Analyst, Sales Consultant, Ninja Selling Pro, New Business Development Specialist, etc, etc, etc.), the actual breakdown relative to skill sets would be as follows:

*SALES PROFESSIONALS: only 10% will be true sales professionals i.e. they know how to develop new business, grow revenue with existing clients, and maximize margins (they live to sell vs. just selling to live)

*WANNABEES: 30% will have no business being in sales at all – period.

*SALES/CUSTOMER SERVICE: 35% are ‘place holders’.  They will usually cover their draw, are going to provide excellent service to their existing clients, will follow up on a lead if it’s sent their way, but are way out of their comfort zones when it comes to developing new business.

*DEVELOPMENT TEAM:  the final 25% are solid performers who, with the right motivation, a break or two, and ongoing training will become “PROS”.  They are the future of your company!

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Did you ever stop and think about how many hours professional athletes have practiced in their lifetimes.  Ever wonder why Michael Phelps has a coach to help him with his breaststroke? Or why Dirk Nowitski has a jump shot coach? Or Rafael Nadel a back hand coach? It is certainly not because they are under-performers or WANNABEES. It is to support exceptional performance in the quest for constant improvement.

There is a fascinating book that I would encourage everyone to add to their sales library: Outliers, by Malcolm Gladwell (the author of Blink).

Early on Gladwell quotes neurologist Dr. Daniel Levitin: “ten thousand hours of practice is required to achieve the level of mastery associated with being a world class expert – in anything.” “In study after study of composers, basketball players, fiction writers, ice skaters, chess players, composers, concert pianist, master criminals, and what have you, this number comes up again and again.”

Gladwell goes on to give other examples: the Beatles, Bill Gates,Steve Jobs and shares this observation from John Lennon: “it was fascinating, the more we practiced, the better we got.”

How many hours of practice do you think the average printing sales person has committed to his or her craft?  How many hours of coaching have they received?

 Are any of us even close to approaching 10,000 hours?

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Do you  know what makes your sales team successful?

Do you have an inventory of their strengths and weaknesses?

Do you have a “custom success profile” of your top producers to use as a barometer for future hires and as a developmental road map for the rest of your team?

Do you know how the SALES PROFESSIONALS on your team actually compare to your WANNABEES (every sales team has some) when it comes to organizational skills, recognition needs, imagination, sensitivity, social need, competitiveness, assertiveness, probing levels, tension, and flexibility?

You should!  The short and long term financial health of your company depends on it!

PS:  In case you don’t recognize the center fielders I’ve pictured (and who I consider the best of the best) , I’ll list the names when with next week’s Thoughts for the Week.  As always, thanks for being here.

Craig McConnell, President 

PrintGrowPro/SalesGrowPro

www.printgrowpro.com

Follow me on Twitter – http://twitter.com/printgrowpro


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Thought(s) For The Week

Posted on August 12, 2013 under Thoughts for the Week.

 

Each week can be a new beginning – a blank sheet of paper on which you have the opportunity to learn, to grow and to re-invent yourself. Today (Monday morning) you could be standing at the start of an impressive adventure (only you can make that call), OR NOT!  Every Monday you have a real opportunity to shape your present and your future in exactly the way you feel fits you best.

 

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Thanks for being here, pay it forward and remember:  life is the art of drawing without an eraser.

Craig McConnell, President

PrintGrowPro/SalesGrowPro

www.printgrowpro.com

 


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Two Days Where Worry Shouldn’t Come Into Play

Posted on August 9, 2013 under Attitude Adjusters.

“There are two days in every week about which we should not worry, two days which should be kept from fear and apprehension.”

One of these days is YESTERDAY with its mistakes and care, its faults and blunders, its aches and pains.  YESTERDAY has passed forever beyond our control.  All the money in the world cannot bring back YESTERDAY.  We cannot erase a single word we said.  YESTERDAY is gone.

The other day we should not worry about is TOMORROW  with its possible adversities, its burdens, its large promise and poor performance.  TOMORROW is also beyond our immediate control.  TOMORROW’S sun will rise.  Until it does, we have no stake in TOMORROW, for it is yet unborn.

“This leaves only one day  –  TODAY.  Anyone can fight the battles of just one day.  It is only when you and I add the burdens of those two awful eternities – YESTERDAY and TOMORROW – that we break down.

It is not the experience of TODAY that drives men mad.  It is the remorse or bitterness for something that happened YESTERDAY and the dread of what will happen TOMORROW.”

Inspirational, Motivational Quotes

 

Craig McConnell, President, PrintGrowPro/SalesGrowPro

www.printgrowpro.com

Follow me on Twitter – http://twitter.com/printgrowpro


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Thoughts For The Week

Posted on August 6, 2013 under Thoughts for the Week.

Thanks for being here, pay it forward and remember:  always try to make sure that any bridges you burn, light the way (somewhere).
 

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