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Podcast: Does Your Pipeline Have A Timeline?

By Monday Morning Manager on Nov 29, 2021 6:45:00 AM

 

Symptoms:
Carlos believes that sales success is simply a game of numbers, and his commitment to relentless

prospecting has proven him right quarter after quarter, year after year. However, all that prospecting creates problems, for Carlos often finds himself so overwhelmed by follow-ups and open opportunities

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Podcast: Get Uncomfortable To Get Decisions

By Monday Morning Manager on Nov 22, 2021 6:45:00 AM

 

Symptoms:
When Kathy hired Everett, a former user of her company's products, she thought she had finally found someone who could easily penetrate her market. Everett came from the industry and had been a devoted user of Kathy's products in his role as a product repair specialist. When Everett told Kathy he wanted to make the jump from user to salesperson for her product line, she thought it a great idea and immediately offered him a position. 

Topics: podcast
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4 Employee Engagement Mistakes You Need to Avoid

By TTI on Nov 17, 2021 11:18:17 AM

Employee engagement has been a hot topic in the last year but it’s not going anywhere in 2022 and beyond, so your organization needs to make sure that the right kind of engagement is a priority built into your hiring process and operational strategy.

Topics: Motivation team
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Podcast: Not Everyone Qualifies

By Monday Morning Manager on Nov 15, 2021 6:45:00 AM

 

Symptoms:

Sophia loves selling. She loves it so much that she enjoys trying to sell her products to anyone that will listen. Her philosophy is: “No stone should go unturned.” Over the years, the number of prospects she has contacted, presented to and worked up proposals for have always been the highest in the company, but her sales results place her in the bottom quarter of the sales team.

Topics: podcast
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Podcast: The Voices Inside Your Head

By Monday Morning Manager on Nov 8, 2021 6:45:00 AM

 

Symptoms:

Kathy is frustrated after a recent sales call. She believes if she was brave enough to ask about certain things, the call would have gone her way. It seems like she is constantly on defense and that the client is intentionally "pushing her buttons". Despite her training, it felt like she was always reacting to every little thing that was said rather than thinking about what was really going on. How can she find a way to consistently act like a professional on the call?

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Podcast: Work/Life Balance

By Monday Morning Manager on Nov 1, 2021 6:30:00 AM

 

Symptoms:

Recently, nothing stung Darren more than when his wife pointed out that he failed yet again at his promised to be home for dinner. And, tonight he knew that he wouldn't make it to dinner again. His two kids were at the ages where they always seemed to be headed from one practice or another, and his wife Jessica was feeling often deserted when she asked Darren for help with all the driving around town. “Work/life balance” meant nothing more than disappointment to Darren as his boss just kept the pressure on by asking for more sales every month. Darren could see his future was bright at his employer, but at what cost? Jessica only knew her husband kept promising to be home for dinner, but just never knew which day he would actually be seated at the table with the family.

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Podcast: Consistent Production 2021

By Monday Morning Manager on Oct 25, 2021 6:45:00 AM

 
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Podcast: Procrastinating on bad news

By Monday Morning Manager on Oct 18, 2021 6:45:00 AM

Monday Morning Manager

 

Symptoms:
One thing was certain: Derek was going to get an earful when he mustered the courage to tell his biggest customer that the truckload of material he was expecting was going to arrive three weeks late. With the last six months seeing all kinds of shipping headaches, the customer told Derek that their patience was wearing thin. They demanded a more reliable delivery schedule and that Derek be more honest and timely communicating with them.

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Podcast: 15 Years Experience

By Monday Morning Manager on Oct 11, 2021 6:45:00 AM

 
Topics: podcast
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Podcast: Prospecting Tactics

By Monday Morning Manager on Oct 4, 2021 6:45:00 AM

 
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Podcast: To Do or Not To Do

By Monday Morning Manager on Sep 27, 2021 6:45:00 AM

 

Monday Morning Manager

Symptoms:

Marcus found himself sitting in his car, in his driveway but still felt lost. For some reason, this feeling was a more regular occurrence for Marcus at the end each day.  It was as if the one or two things he was supposed to remember to accomplish would come to him if he just didn't turn off the engine and open his car door. So there Marcus sat. Worried. Confused. Afraid. What if the missing item that never made it to his To Do List cost him a big opportunity, or even worse, cost him his job? Being so busy was a good thing in most cases, but Marcus also found himself feeling overwhelmed and out of control when his memory failed him in moments like this. And even a quick check of his To Do List offered no help.

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Charlie Vlog: 5 Points for the End of the Year

By Charlie Hauck on Sep 23, 2021 3:03:20 PM

When an injury causes trouble with typing, your vlog. 

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Podcast: Is Telling Really Selling

By Monday Morning Manager on Sep 20, 2021 6:45:00 AM

 
Topics: podcast
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Podcast: Is Sharing Caring?

By Monday Morning Manager on Sep 13, 2021 6:45:00 AM

 
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Podcast: Give Them Some Homework

By Monday Morning Manager on Sep 7, 2021 7:45:00 AM

 
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September 1: 121 Days Until 2022

By Sarah Waple on Sep 1, 2021 12:52:10 PM

While scrolling on Instragram this morning (you can follow Growth Dynamics) I cam across a story that included the information in the headline and a little bit more. My mind was somewhat blown. Was yours as you read it? 

My initial response was to start thinking about ALL I should get done between now and the end of the year. I started to factor in all of the days off my kids have, the vacation days I have, the vacation days and travel days Charlie has and a few other times I know Growth Dynamics won't be working. I immediately became overwhelmed with what I want to accomplish for GD and myself. Truth be told, since the start of covid and all of the changes that have happened with that, I can get overwhelmed easier than before covid times. When I get overwhelmed, my productivity drops. 

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Podcast: What Happens Next

By Monday Morning Manager on Aug 30, 2021 6:45:00 AM

Monday Morning Manager

 
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Be Where your Feet Are

By Monday Morning Manager on Aug 23, 2021 6:45:00 AM

 
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4 Hiring Process Mistakes You Need to Avoid

By TTI on Aug 11, 2021 12:25:55 PM

While workplaces continue to grow and change in the new world of work, they need to ensure that they’re finding the right people for the right positions. Making smart hiring decisions is more important than ever before.

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I Cannot Sell What I Cannot Deliver

By Charlie Hauck on Aug 9, 2021 8:26:01 AM

For the last few months, I have heard this line in one fashion or another from so many salespeople that I think I want to scream. It is not just this line that is the problem, but the rest of the conversation that revolves around that it makes no sense to make sales calls because prospects are going to ask for the items that are not available. In other words, selling is at a standstill because back orders are everywhere, and salespeople cannot change that reality.

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Are Your Beliefs the Real Roadblock?

By Monday Morning Manager on Aug 9, 2021 7:00:00 AM

 

Symptoms:

The last quarter’s sales numbers were posted online for the entire sales team to review. There was no hiding once the sales manager sent the email out to his entire team, and Darren hated seeing his name in the lowest 25%. What made him more confused was that he had been with the company for 14 years, yet three of the top five producers had less than half of his experience.

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Podcast: Let's Pretend

By Monday Morning Manager on Aug 2, 2021 6:45:00 AM

Symptoms:

John's territory involves working with many prospects that ask for samples, demonstrations, proposals, references and all the usual items that buyers want from a vendor. Trying to appear accommodating and professional, John finds himself spending hours of time preparing, writing, setting up or sending all this information that he believes will help "convince" his prospect. Everyone appears very impressed with what John shows them, except it seems like they don't act on all that "interest" often enough. Although his results are okay, he cannot understand why all this activity is not leading to more orders.

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POSTPONED: Time For A Q3 Check In

By Sarah Waple on Jul 27, 2021 9:49:00 AM

THIS EVENT IS POSTPONED UNTIL LATER THIS YEAR. 

The Growth Dynamics team has been reviewing our goals for 2021, planning for the remainder of the year and holding conversations about planning 2022. We think maybe you've been having them too, especially after our Mid-Year Check In Podcast from a few weeks ago. So now, we want to have them together and offer our coaching to help you get ready for the final months of 2021. 

Topics: networking event
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Podcast: Sales Does Not Have to Be So Unpredictable

By Monday Morning Manager on Jul 26, 2021 6:45:00 AM

 

Symptoms:

Sally and Sanjay were comparing notes after a very busy week out selling. Sally was exhausted, but at the same time pretty satisfied that her week was highly productive and would produce some nice revenue for the company and herself. Sanjay, on the other hand, was exhausted and uncertain about what actually happened to him and what success he created. As they compared “war stories” Sally could detail where she was with each prospect she engaged and exactly what the next steps were in the decision process. She could validate she was in control and her future was certain to be positive. Stunned to hear such detail and certainty, Sanjay couldn't comprehend how Sally managed to systematically get through the minefield his sales approach created. “You mean you don’t have all these problems I keep running into?” Sanjay queried. Sally looked at him and replied, “You only have to deal with them if you do not have a process to keep you out of them.”

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Podcast: But They Loved the Demo

By Monday Morning Manager on Jul 19, 2021 6:45:00 AM

 

Symptoms:

Diane returned from the product demo certain that the features and benefits she shared with her prospect had wowed them. The buyer nodded when Diane asked if the product fit into the product categories they offered to their customer base, and everyone else that sat in on the meeting told her how much they liked what she had presented. She felt as good about this call as she had in a long time, but now six weeks later there was still no purchase order and the prospect had gone radio silent. How did their excitement turn into Diane's frustration?

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A Home Run: How the Right Data Can Help You Hire Your Ideal Salespeople

By OMG on Jul 15, 2021 1:20:50 PM

This week Major League Baseball held its annual Home Run Derby.  We've seen the home run derbies before.  We watch them every year.  They are always the same - each slugger tries to hit more home runs than the other sluggers in the contest.  At the same time, they are always different and last night there were four stories that made this year's home run derby different from all the rest.  Pete Alonso, Shohei Ohtani, Trey Mancini, and Juan Soto made the contest different. It is always the individual story lines that make the mundane different.

Topics: team assessments
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Podcast: Outlook and Willpower

By Monday Morning Manager on Jul 12, 2021 6:45:00 AM

 

Symptoms:

Lauren hated watching the network news or seeing the latest news flashing on her phone. It seemed like the "Big Story" everywhere was another mass shooting, a political meltdown, a plane crash or other sad story. The positive outlook Lauren typically brought to each day had always kept her going no matter what she encountered in her business development activities. But now, so many people she spoke with apparently felt like there was so little certainty left in the world, and some of them wanted her to join in their negativity. Looking at how hard she was working just to maintain some positive momentum, Lauren began to have some doubts of her own about the future.

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Podcast: 2021 Mid-Year Review

By Monday Morning Manager on Jun 28, 2021 8:48:42 AM

 
 

Symptoms:

Mark is looking at his schedule and realizing the July 4th holiday is just days away.  Oh, Oh! Is the quarter really almost over? And the year is half over too. The sales reports are bound to follow, and he is determined not to let his performance slip away. Mark has decided it's time to review and get his game plan back on track. 

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Experiencing Brain Burnout? What Do Symptoms Look Like for You?

By TTI on Jun 25, 2021 9:28:32 AM

Have you been experiencing long-term stress? If so, you might be at risk of suffering from brain burnout. Brain burnout is more common than you might think, but it presents differently in introverts and extroverts.

Topics: TTI DISC
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Podcast: Joint Calls

By Monday Morning Manager on Jun 21, 2021 6:45:00 AM

 

Symptoms:

Marcy, her manager and their product expert just finished a conference call with a hot prospect, and after the last caller signed off, she felt like the last hour had just wasted a month's worth of effort in getting it set up. They had all agreed to dial in, so why was there so little interest, so few questions and no action items at the end of the call? Why was there so little interaction between her team and the audience? Granted, she didn't have too much to say on the call, but the purpose was to show off their company and their offerings. Or was it? Now, looking back, she wasn't so sure.

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Graduate From Old School Beliefs, Selling Does Have Structure

By Charlie Hauck on Jun 16, 2021 9:00:00 AM

As the calendar hits mid-June and I can hear the kids in the neighborhood celebrate the last day of the school year I ponder what they learned about life as well as their scholastic advancement. Those ideas provoke thoughts about what salespeople learn from one year to the next, or are they just repeating their earliest days in sales over and over, not really growing from the experiences along the way. So often when I am working with a sales team someone will complain about a prospect that will not return a call or a customer that expects to buy everything at the lowest possible price. Inevitably someone says that is just the way sales is and that complaining never makes it different. In other words, just live with it because that stuff just goes with the territory.

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Podcast: The Truth Will Set You Free

By Monday Morning Manager on Jun 14, 2021 6:45:00 AM

 

Symptoms:

Andrea hated the pressure of selling. After three years in the business of selling payroll services Andrea thought she would be past this stage of professional development. Day after day, call after call it was still there; that pressure to convince someone that you are th

e perfect fit for their company when the market offered so many options. Andrea had to admit that at times she felt like she was lying to get a sale. The competition was not really any better or worse capable to deliver what the market expected for their services. At this point Andrea felt trapped by her inability to be gung-ho about her company. Was it like this in every sales job? Was there anywhere that the old feature and benefit routine did not exist in the sales culture?

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Charlie & Company: SwopeLees

By Sarah Waple on Jun 9, 2021 10:06:36 AM

 

 

The next episode of Charlie & Company Talk Business, Life and Everything In Between is here. Charlie Hauck, president and owner of Growth Dynamics, and Sarah Waple, general manager, spend some time with Chuck Swope and Nicky Lyddane of SwopeLees Commercial Real Estate.

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Podcast: Are you Trying or Are You Lying?

By Monday Morning Manager on Jun 7, 2021 6:45:00 AM

 
Topics: podcast
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Podcast: Hit Your Goal in Target Time

By Monday Morning Manager on Jun 1, 2021 6:45:00 AM

 
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Opinions, Facts, and Emotional Static

By Monday Morning Manager on May 24, 2021 6:45:00 AM

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Assessing Communication Styles to Improve Employee Efficiency

By TTI on May 21, 2021 10:45:14 AM

 

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Podcast: Clutter and Distractions

By Monday Morning Manager on May 17, 2021 6:45:00 AM

Symptoms:

It was early Monday morning and Brett was lying awake in bed, worrying about his upcoming week. Although his business and personal life was running about average so far this year, he had fallen into the habit of replaying past failures in his head, worrying about every little thing on his numerous To Do lists, and allowing a constant stream of negative internal talk. All of this was causing him a lot of anxiety and stress, both before and during many of his business development meetings.

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Podcast: Talk about THEIR business, not just you

By Monday Morning Manager on May 10, 2021 6:45:00 AM

 

Symptoms:

After having been in the same role for over 5 years, Ted was stuck. "What else can I talk about with these people that we haven't gone over all ready?" was the question Ted kept asking himself (with no answer) after he did a review of his clients. He knew he didn't want to be the pesky salesman that just made a meaningless follow up call, or who stopped in to drop off donuts and see what orders might be around to pick up, but he was also very aware that his manager expected him to keep growing the territory and expanding the accounts.

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24 Sessions, Unlimited Coaching For Improved Selling

By Sarah Waple on May 7, 2021 11:11:38 AM

We are pleased to announce our next session of High-Performance Sales Program (HPSP) is currently enrolling. The expanded 24 live virtual sessions will be presented over 12 months and allow for participants to schedule unlimited individual coaching sessions.

Topics: training
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Podcast: Name The Meeting

By Monday Morning Manager on May 3, 2021 6:45:00 AM

 
 

Symptoms:

Bob was exhausted after seeing over 15 accounts in the past week. He had talked about football, politics, family and even some industry news in order to get the client engaged in a conversation that might give him an opening to pitch his latest and greatest widget. He was convinced that his skills at relationship building would pay off big time when all his new "friends" decided to buy something. When his boss asked how his activity could be so high, yet his results so mediocre, all Bob could say was "Yes, but they really like me!"

Diagnosis:

It's all too easy to spend a lot of time making "Howdy" calls with people you know and that are willing to talk about anything but business. Professional visitors like Bob don't have a plan to move the sales process forward because they are afraid they might lose a friend that could one day turn into an order. Worse yet, many of Bob's clients are probably too polite to tell him that they don't have time for idle chatter, and that they really wish that he not call on them anymore. Bob could get more production out of every call if he learns some ways to define his objectives and outcomes for every conversation and meeting. Even if he doesn't get an order, he would find his results would improve dramatically if he could just make a "sale of the moment" on every call.

Prescription:

Obviously, there are times when admin or service calls are warranted, but here are just a few ideas to "Name the Meeting" when the objective is to get a sales process going. Below is a mix of our standard meeting names and some expanded ones that still fall into our in the ways, updates and discovery type meetings:

Fact Finding - This is a qualification visit; a discovery meeting where we are looking for Problems/Priorities, Authority, Investment issues and Timeline. Does this account qualify for our time?  

Decision - All the decision makers will be in the room with the understanding that at the end of the meeting they will trade your presentation/demo/proposal for a decision.  

Fortify - Purpose of the meeting is to fortify our relationship with an existing customer. Preparing them for competition assault. Investing time to get to know upper management and/or support people in case our direct contact leaves. 

What do I have to do to lose you? - This would be with existing customers to recommit them to continue their business.  

Close the Conversation - The best way to get a stalled deal moving is to gently try to take it away by offering to never, ever bring it up again. 

Alignment - Need to make sure we are on the same page. Prospect/Customer is saying one thing but doing another. Assumption is the mother of all mess-ups! The end result is clarification of expectations, agreement and understandings on any aspect of the sales process. 

Face the Music - This is a bottom line visit! This is a meeting where the prospect/client is trying to either pull a fast one or take advantage at our expense. We will approach this meeting as an adult, not an angry child. We are calling them on their bad behavior. We will not be a victim. Resist the urge to prove yourself right. 

Decision by Committee - Our proposal is being presented to a higher authority. We want to be the one making the presentation. Our fall back position is to do artificial decision making with our inside sales person by rehearsing their presentation. We also suggest being a fly on the wall by sitting outside the door and can be brought in as technical consultant to answer questions. 

Let's make a deal - Prospect has committed to do business, but also wants to negotiate. This meeting needs to have the upfront agreement that the prospect is sold and we are just working out details. Never do anything unless we know the next step. 

By the way, you might find these meetings go better if you find a way to gently tell the prospect ( or ask permission) the name of the meeting too, so that they have an expectation of where you are going together.

Critical Thinking:

What are the names of the meetings you have most often, and what are the names of the meetings that are the most important? Can you think of a situation where NAMING THE MEETING would have helped in the meeting? 

The Drill:

Final Thoughts for the Morning:

As a leader, you must consistently drive effective communication. Meetings must be deliberate and intentional - your organizational rhythm should value purpose over habit and effectiveness over efficiency. Chris Fussell

The majority of meetings should be discussions that lead to decisions. Patrick Lencioni

Your Top 3 Goals & Tactics for the Week

LAST WEEK: Update us on how things went last week with your stated Goals and GD Tactics.

THIS WEEK: Please share your Top 3 Goals for this week and the GD tactics you plan to deploy.

 

Photo by Jonathan Cooper on Unsplash

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Podcast: Calling Balls and Strikes

By Monday Morning Manager on Apr 26, 2021 6:45:00 AM

 
Topics: podcast mindset
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Podcast: Why are you asking me?

By Sarah Waple on Apr 19, 2021 6:45:00 AM

 
Topics: podcast
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The Different Aspects of Personality & Why They Matter To You

By TTI on Apr 15, 2021 10:30:00 AM

The pursuit of understanding oneself is at the core of the human experience, and people today are no exception to the desire to self-actualize. Personality psychology is one of the fastest-growing fields of psychology today, and social psychologists have branched out from academia to become a permanent part of the corporate workforce worldwide.

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Podcast: Selfish vs Greedy

By Monday Morning Manager on Apr 12, 2021 6:45:00 AM

 

Symptoms:

Julie felt conflicted as she listened to the other members of the sales team talk about how they were going to spend the big commissions everyone was earning this quarter. The sales managers created a program that paid bonus dollars to everyone’s comp plan if they sold the base products and three or more add-ons to at least 50% of their customers for this quarter. The payoffs added potentially 50% to the average commission for anyone that made the extra effort. Julie was not troubled by the amount of money on the table, but she was troubled by the way a few of the top producers were willing to take advantage of some of their customers to qualify for the extra pay. It seemed to Julie that these people were crossing the line, and to her that was greedy and perhaps unethical. Of course, she wanted the extra money, but Julie felt like life was good and that the incentive was nice, but not all that motivating.

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Podcast: ASAP to Ghost

By Monday Morning Manager on Apr 5, 2021 6:45:00 AM

 

Symptoms:

Ruben was excited about the call he just finished with the Facilities Manager at a school in his territory. The situation was a perfect fit for his company's new line of industrial faucets. Plus, the Facilities Manager told him the hardware needed to be installed ASAP or the school would face a fine from the local building inspector. Ruben couldn't help but feel this was one of those sales that all salespeople dream about, a prospect that had to buy right now and they had to buy a product Ruben could deliver. And when the timeline was ASAP, Ruben thought this was going to be a quick and painless sale. So, six weeks later, why was he still wondering when the PO was going to show up in his inbox?

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Podcast: Learn It All

By Monday Morning Manager on Mar 29, 2021 6:45:00 AM

 

Symptoms:

“The weather is changing; flowers and trees are popping out and I am exactly the same” thought Sam. Sam has been in sales for her entire career. She knows she does well enough as she has climbed the ranks through various companies, but she tends to plateau with medium accounts. Sam has yet to earn some of the major accounts and or territories that make salespeople’s careers. She has always been one to read all the top business books, listen to podcasts every chance she got, attends conferences, and even enrolled in a few training classes that promised to help her reach the next level, but nothing ever changed, despite putting all the things she learned into practice immediately. Sam felt ready to make some significant life changes on her own and earning more commissions would make it all possible. Now, she really wanted to see if it was her turn to be one of the big-time players.

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Charlie & Company: Episode 3- Corey Talone

By Sarah Waple on Mar 24, 2021 9:30:00 AM

How many accountants do you know that can offer to take a few hours out of their day to be a guest on a podcast? That should tell you a little bit about our guest Corey Talone on this episode of Charlie & Company Talk Business, Life and Everything else.

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Podcast: Act As If

By Monday Morning Manager on Mar 22, 2021 6:45:00 AM

 

 

Symptoms:

Forget desperate housewives. What really scares buyers are desperate salespeople. How many times have you run into a salesperson that is not in sales for the love of the game, or to be the best at what they do? They act as if they need a sale to pay their bookie by Friday! Buyers have come to loathe this fast talking, pushy pitchman stereotype.

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It’s Been A Year… What Have I Learned?

By Sarah Waple on Mar 17, 2021 1:13:38 PM

On Monday, my kids went back to school full time. Normal school, or well, as normal as school can be when everyone is still masked up, spaced out and limited interaction with friends.

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PODCAST: I just don’t think they like me

By Monday Morning Manager on Mar 8, 2021 6:45:00 AM

 

Symptoms:

“Here we go again,” Jim thought as he walked into his last call of the day. He always scheduled this monthly call to be the last of his day as it left him annoyed, angry, and confused when he walked out the door. Jim just could not create the type of relationship with this business owner that he felt was key to his success with other clients. There were never issues with products, pricing, or communications from Jim, his agency, or the manufacturers, but these monthly update and prospecting meetings always ended up making Jim feel like a complete failure. Jim’s positive, enthusiastic, and lighthearted approach obviously missed the mark with this client, and Jim was sure the client disliked the meetings as much as he did.

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How to Use Buckets to Improve Sales Performance and Coaching

By OMG on Mar 4, 2021 12:06:59 PM

The article below comes from our Objective Management Group Partner Dave Kurlan. If you have any questions about OMG and the assessment and evaluation tools utilize through them please contact us talk about your questions. 

Topics: OMG assessments
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If it isn't scheduled, it isn't real

By Monday Morning Manager on Mar 1, 2021 6:45:00 AM

 

Symptoms:

Donna hated feeling like this. As hard as she tried, she couldn’t figure out what she was supposed to do when she got back to the office after being out for a couple of days making calls on new prospects and checking up on some existing clients. Her to do list had a bunch of things scribbled on it, but Donna didn’t know which items were most important or when the people she had been talking to were expecting her to follow up.

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Charlie & Company: Episode 2 LIVE

By Sarah Waple on Feb 24, 2021 9:15:00 AM

 

In the second episode of Charlie & Company Talk Business, Life and Everything In Between  Charlie Hauck and Sarah Waple host Supply Link Inc. Founder and President Debbie Arndorfer

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Podcast: Do You Set Customer Service Limits?

By Monday Morning Manager on Feb 22, 2021 6:45:00 AM

 

Symptoms:

Abby prided herself on the level of customer service she delivered after the sale, and loved the loyalty her customers expressed to her. That loyalty also had a troubling side and it was beginning to show. She was having some problems in her territory and as customer base grew, so did the problems. Because of her history of being so responsive to their every need, many of Abby’s customers became dependent upon her and began asking her to do things not normally her responsibility. When she didn’t have time to deliver on these extra requests, Abby felt bad about failing her customers and they, in turn, began to express some dissatisfaction. Abby could see years of her good work in developing her territory slowly starting to unravel before her. Her best efforts were turning into the source of her biggest problems.
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Building And Sustaining That Q1 Feeling Is All About Optimism

By Sarah Waple on Feb 18, 2021 10:07:50 AM

I was looking for some inspiration to be able to sit down and write a new blog post. We haven't posted as many as we normally do as Growth Dynamics has been very, very busy. It's a great busy. A busy that we can feel building some momentum and we are excited to see where this momentum take us this year. Is the same happening for you?

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Audition Your Prospects

By Monday Morning Manager on Feb 15, 2021 6:45:00 AM

 
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Podcast: Crazy Game of Poker

By Monday Morning Manager on Feb 8, 2021 6:45:00 AM

 

Symptoms:

Bill and Pat were returning from their monthly poker game and while riding back in the car they both agreed they had witnessed a situation that they could apply as a "lesson learned" to their business careers. Everything had started out very similar to an everyday business meeting or sales call with socializing and normal banter between participants, but about half way through the event something had gone bad.

A simple mistake had been made that resulted in some subtle and not so subtle accusations leading to lines being drawn about who was right and who was wrong. All of a sudden everyone was very uncomfortable with the tone in the room.

The "accused" had snapped back with a defense based on fairness and leniency (not results) that almost guaranteed a confrontation between the two sides. The emotions ranged from excuse making to embarrassment to anger and then to withdrawal and alienation as the aggressors piled on the wrong-doers. When the game broke up early, everyone knew it had been caused by too much bad behavior.

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Emotional Intelligence and the EQ Assessment: What You Need to Know

By TTI on Feb 3, 2021 10:32:49 AM

 

Topics: TTI EQ
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Podcast: Bill of Rights

By Monday Morning Manager on Feb 1, 2021 6:00:00 AM

 

Symptoms:

James was feeling discouraged and wasn't sure how he could make it through another week like he had last week. A new prospect had made him wait over 30 minutes before he would see him, and then asked James to sell to him at his cost. Another client had told him he was backing out of a deal they had just made 2 days before, and that the reasons for the change were none of his business. This wasn't the first time that people had treated him this way and he was beginning to wonder just how much he had to grovel before he could do business with folks like this.

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Launched! Charlie & Company Podcast

By Sarah Waple on Jan 27, 2021 9:45:00 AM

The time has come for Growth Dynamics to expand our podcast offering. After two years of me recording the weekly coaching session of Monday Morning Manager Charlie has entered the picture with his own podcast, Charlie & Company: Business, Life & Everything In Between. 

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Podcast: Are you Going For A Ride?

By Monday Morning Manager on Jan 25, 2021 6:45:00 AM

 
 
 
Symptoms:

Amanda was working through her list of live opportunities after putting her pipeline through a “kill it or close it” exercise. She set up appointments to move her sales process along with several of the live opportunities. She was steadfast in naming her meetings, sending homework, and even let some her more notorious feet draggers know these were decision meetings. She was ready to do what she had to do to start meeting her sales goals for the quarter. The week went by and she collected some yeses, found out some opportunities were not the right fit and still had two clients that could only utter the words, “sounds great. I need some more time.” No matter how much she tried to find the deal breakers, they would not budge. In fact, these last two holdouts had been in her pipeline for months. She just was not sure if anything was ever going to change.

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12 Driving Forces: What You Need to Know

By TTI on Jan 20, 2021 9:45:00 AM

If you’re learning about the assessments TTI Success Insights has to offer, learning about 12 Driving Forces® is one of the first steps you should take.

Here’s everything you need to know about this assessment, from who created it to how it will help in the workplace and beyond.

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Podcast: Covid Fatigue

By Monday Morning Manager on Jan 18, 2021 6:45:00 AM

 
Symptoms:

Ella opened her calendar on Monday and saw Zoom invite after Zoom invite. She knew most of the calls were important but was not sure why so many of the calls needed to happen over a video platform. “Does everyone have to do everything on video,” Ella quietly asked herself. While video calls on Zoom and other platforms were helpful at the onset of the Covid pandemic for Ella to stay connected, now it seems like they are tying her more to her desk when she knows some of her clients were comfortable with face-to-face visits at this point. She knows she can use the video applications while in the field but worries some clients might feel she is not as engaged as they would like if she is not able to join with video capability. Ella is ready to move past the Covid challenges and return to business as usual.

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DISC: What You Need to Know

By TTI on Jan 13, 2021 9:45:00 AM

Even though DISC is one of the most popular assessments on the market, you might not know everything you’d like to know about it.

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Podcast: The Emotions of Margin

By Monday Morning Manager on Jan 11, 2021 6:45:00 AM

 
 
Symptoms:

Chris is concerned about his sales team. They are active, they are selling, and sales are up but margins are way down. The business model allows reps to be flexible in the field and sell at the prices they feel appropriate. But something is missing, and Chris is unsure how to help his field reps get more margin. He doesn't want to kill the ability of his reps to set pricing in the field, but doesn't know what information they need in order to be better at the task.

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Podcast: Start The Year Strong

By Monday Morning Manager on Jan 4, 2021 6:45:00 AM

 
 
Symptoms:

Rob had enough of the constant scrambling he did last year, so he has decided that this coming year he will focus on the resolve, the commitment, and the consistency required to be the pro that he knows he can be. Besides his business plan, he needs a personal roadmap that will guide him to the results he wants in the New Year.  This is driven by his dream, goal, and plan.

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We All Should Have 2020 Vision

By Monday Morning Manager on Dec 21, 2020 6:45:00 AM

 

2020 vision, a term that meant something very positive as I was growing up, conjures up an entirely different thought as this year concludes. Normally 2020 vision means your eyesight is excellent with no need for corrective lenses or surgical procedures to see the world around you as it actually exists. After all that happened, I offer that 2020 vision is what we all should have developed as we endured the challenges of this year. All of us have been forced to keep our spirits high, our motivation positive and our commitment strong as the Covid 19 pandemic threw a fast ball, a curve ball, and a knuckleball at us this past March. 2020 gave us all a chance to see how tough you had to be when you had to be tough.

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Webinar Replay: Kill It or Close It

By Sarah Waple on Dec 18, 2020 9:30:00 AM

If you joined us on Friday, Dec. 11 or had something come up, thank you for your interest in our webinar "Kill It or Close It" presented with Turner Time Management. We are happy to partner with Steve Turner, owner of TTM, as he provides excellent technology time-saving tips and tricks to those he works with. Please be sure to visit his website and learn more about what Steve does. 

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No One Smokes in Church

By Charlie Hauck on Dec 17, 2020 2:17:37 PM

Why Hiring Is Still a Challenge When There is Talent Available?

The pandemic is not necessarily a negative impact event, particularly if you are looking for quality sales talent to add to or upgrade your sales team. With many employers downsizing or “smart-sizing” during the Covid impacted economy, there are quality professionals looking for new places to go to work. Bad things happen to good people, and that is particularly true as we head into the new year as some people have been caught in circumstances beyond their control and find themselves suddenly unemployed. Now just might be the right time to start hiring, but it is not the right time to hire poorly and just add bodies to the roster.

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Podcast: How Would You Sell if You Already Had $1,000,000?

By Monday Morning Manager on Dec 14, 2020 6:45:00 AM

 
 
Symptoms:

After a busy Monday morning, Corinne was getting hungry and decided to head to lunch. She and a couple of the other salespeople sat down at the diner close to the office and talked shop over their meals. When the check arrived, Corinne opened her wallet and discovered she was a few dollars short of her part of the tab and tip. Someone covered for her, but Corinne started thinking about how often she felt like her commission earnings left her struggling to pay her bills. On her first call that afternoon, the prospect sensed that Corinne was a bit desperate and took advantage of the situation by demanding a deep discount on the order he was dangling in front of her. All Corinne could think about was her experience at lunch a couple of hours earlier, so despite the fact that this sale wasn’t going to pay her very much, she caved in and accepted the deal. Getting a little commission sure beats getting no commission, she thought, and so throughout the rest of week, Corinne found herself accepting weak deals from anyone she tried to sell to. She knew her sales manager wanted better margins, but she was so afraid of not making rent that his message had no impact on her. 

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New Year Challenge: Ditch the To Do List

By Charlie Hauck on Dec 10, 2020 9:30:00 AM

Yes, you read that right. Ditch the To Do List in 2021. Seriously, those anchors of personal productivity are more trouble than they are worth. The intentions are all good, and the trusty old To Do List is better than nothing, but honestly, they are not worth the hundreds of tablets you have them written on. Do yourself a favor and stop creating To Do Lists.

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*FREE* Webinar This Friday!

By Sarah Waple on Dec 8, 2020 12:00:41 PM

We know you know the end of 2020 is near. Just a few short weeks to close deals, win or lose, and set yourself up for a great start in 2021. Yet, what if you need some help with the steps to move those wavering decision makers and string-along accounts to a close?

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Podcast: Is Experience the Best Teacher?

By Monday Morning Manager on Dec 7, 2020 6:45:00 AM

 
Symptoms:

Pierre’s first year in sales flew by faster than he realized. When he started in mid-January Pierre learned that sales success required more than a big smile, a firm handshake and a glossy brochure. What Pierre did not learn is what else he needed to learn to be consistently producing at the rate of the high performers in his company. What grew even more aggravating for Pierre was that now 10 years into his career he still had not learned what he needed to do to become a sales leader. Yes, Pierre was selling more, but no, Pierre still felt like there was lots more he could be selling with all his experience.

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*NEW* Sales Manager Training Program

By Sarah Waple on Dec 2, 2020 9:36:00 AM

New Program with a Cyber Week Special

Topics: training event
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Podcast: What The…I Thought We Had a Relationship

By Monday Morning Manager on Nov 30, 2020 6:45:00 AM

 

Symptoms:
Whitney sat stunned after a phone call from one of her top three accounts saying they were asking her to provide new submittals for the insurance policies covering their business. The request took Whitney by surprise despite the fact that the pandemic had lots of clients inquiring about coverage changes and possible premium reductions. The surprise was because this client was someone she had taken excellent care of, gone above and beyond for numerous times, visited personally at least twice a year and socialized with as families. Whitney asked herself, “doesn’t anyone care about the relationship anymore? Is every client just shopping for a lower premium despite all I have done for them?” Whitney was angry, upset and questioning everything she thought about what made business relationships work.

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Podcast: Giving Thanks

By Monday Morning Manager on Nov 23, 2020 6:45:00 AM

This week Growth Dynamics is taking a break from our usual Monday Morning Manager format and just sending a message of thanks to all of you.

 
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The P.E.O.P.L.E Factor

By TTI on Nov 18, 2020 10:15:36 AM

What’s the best way to ensure that your organization is supported and engaged? The answer is simple: you just need to remember PEOPLE.

Topics: team TTI boss
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Podcast: No More Pennies

By Monday Morning Manager on Nov 16, 2020 6:45:00 AM

 

Symptoms:

The sales quotas for the new year came down from the C-Suite. Hunter took one look at the email and felt sick to his stomach. This past year Hunter felt like he did as much as he could do without giving up all his personal time to his job. What more could he do to hit the 18% increase that was now expected by the bosses? Big accounts, whales, mom and pops, and all those accounts that no one else wanted helped make up his production this year. Hunter struggled to believe he could do 10% more let along a full 18%.

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Podcast: Silence is Golden, Even in Sales

By Monday Morning Manager on Nov 9, 2020 6:45:00 AM

 

Symptoms:

Roger could not believe what he just heard. The conversation with one of his most challenging prospects ground to a halt after Roger had asked if the deal just did not make sense. Despite the fact that this was one opportunity that could significantly impact his bonus, Roger just could not think of one more thing to say. So, he just stood there and contemplated how he swung and missed again. “I guess I have to accept your program, so let’s write this up and get that first order in here next week.” What just happened, did someone else walk into the office or did a dream just pop into his subconscious mind? The deal just closed, and Roger was not talking when it happened.

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Podcast: If You Do Not Ask for More, You Should Not Expect to Get More

By Monday Morning Manager on Nov 2, 2020 6:45:00 AM

 
Symptoms:

Grace knows what the end of the year means to a successful sales professional; get busy doing account reviews. After 10 years in the business Grace was willing to have these conversations, but after turning in the write ups to her sales manager she was not sure what was accomplished. The customers sounded like a tape-recorded message every year; we like your service, the products have been fine, no big plans for any changes, keep doing what you are doing. If Grace had filled out the reports before she spoke to customers, she probably would have gotten the same information. This year with all the changes caused by the pandemic, Grace figured that this tired process needed to change as well but had no idea of what those changes should be.

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Podcast: Eight Weeks to Go

By Monday Morning Manager on Oct 26, 2020 6:45:00 AM

 
Symptoms:

Sasha looked at the calendar and realized we are about 8 weeks away from the end of 2020 and what a year it has been. She knew 2020 has been a year like no other. A global pandemic, toilet paper shortages, closed business and canceled face to face meetings come to the top of her mind.

This change in life and business made her feel uncomfortable as she thrived at in person meetings, uncertain of what the future would hold her, her friends and clients and introduced her to a new levels of stress and anxiety. She wondered what 2021 would bring and if a return to normal could be expected.

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Normal, Moderate, Extreme: Each DISC Type Under Pressure

By TTI on Oct 23, 2020 2:00:00 PM

If you’ve ever taken a DISC assessment, you likely have a solid grasp on the “how” of your personal behavior. However, a key to success in all things is self-awareness and awareness of how others perceive you, not just how you perceive yourself.

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Podcast: The Voices Inside Your Head

By Monday Morning Manager on Oct 19, 2020 6:45:00 AM

 

Symptoms:

Kathy is frustrated after a recent sales call. She believes if she was brave enough to ask about certain things, the call would have gone her way. It seems like she is constantly on defense and that the client is intentionally "pushing her buttons". Despite her training, it felt like she was always reacting to every little thing that was said rather than thinking about what was really going on. How can she find a way to consistently act like a professional on the call?

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Coffee and Coaching Nov. 5

By Sarah Waple on Oct 13, 2020 12:40:31 PM

We have come to love our virtual Coffee and Coaching events! We were a little unsure of how these once in-person events would translate into online conversations, but we have learned that online gives more people the option to join group. 

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Podcast: Stress, Burnout and Worry

By Monday Morning Manager on Oct 12, 2020 6:45:00 AM

 

Symptoms:

Mike is feeling anxious, nervous and angry too often. He feels under stress and "burnt out" a great deal of the time. His production is all over the place and everywhere he looks he sees problems, to-do lists and someone who needs something from him. Mike's response to this pressure is learned helplessness, withdrawal and the giving-up reaction. This quitting response seems to have followed his perception that he has no control over his situation. He blames "bad karma" and the "unfairness of life" and "2020" as the lead prosecutor on his case. 

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The Cost of Complacency Can Never Be Underestimated

By Charlie Hauck on Oct 7, 2020 9:54:49 AM

Complacency. Taking things for granted. Feeling entitled.

Topics: goals
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Podcast: Business is Business

By Monday Morning Manager on Oct 5, 2020 6:45:00 AM

 

Symptoms:
Carl was feeling frustrated and hurt. One of his best accounts was showing a definite decline in volume that was way beyond what could be explained by the market or the economy, and he could not imagine that he had done anything to create the change. Besides, the owner of the client company always said how much he enjoyed having Carl as a friend, someone he could count on to take care of him when he needed something taken care of, or some "special" pricing. Carl felt good about this relationship and felt he could rely on it to keep him as the preferred supplier no matter what. This situation made understanding why the sales were heading south all the more frustrating. 

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New: The 21 Sales Core Competencies for 2020 And Beyond

By OMG on Oct 1, 2020 4:05:38 PM

Had an update lately?

Topics: OMG assessments
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Podcast: Can You Be A Trusted Advisor?

By Monday Morning Manager on Sep 28, 2020 6:45:00 AM

 

Symptoms:

Chipper’s favorite client, Sonya, called and needed some help. It was a problem, with a tight timeline and restricted budget. Chipper spoke to the client, gathered all the information, and told her he would be right back to her with information. When Chipper returned the call, he had bad news for his most favorite client. He could not do anything to meet any of the timelines or budget. White the most favorite client was disappointed, she understood. This project was a hard one to work through. As Sonya was saying goodbye, ready to go to work finding her needle in a haystack Chipper stopped her. He had the name of a competitor that had everything she needed, and they were waiting for her call. Sonya could not believe Chipper was not only sending her to a competitor, but he took the steps to call this competitor before he called her back with bad news.

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What Burnout Looks Like For Introverts & Extroverts

By TTI on Sep 23, 2020 9:30:00 AM

 

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Podcast: Queen of Follow-Up

By Monday Morning Manager on Sep 21, 2020 6:45:00 AM

Symptoms:

Tanya was thrilled to open her calendar for the week and see SO MANY follow-up calls she had to make. She built out her pipeline, made initial contact, held conversations, and was asked to follow-up in a few weeks by most of her prospects. Well, that time was here, and she was ready to go to work on collecting next steps and decisions. Yet, as she made her follow-up calls, she could not get past the gate keepers or talk to anyone live. Her frustration was growing with each and every call. She was banking on at least a few of these follow-up calls to turn into closeable deals. She needed closes to hit her yearly goals. What could have gone wrong when the conversations were so promising?

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Replay: Instagram Live

By Sarah Waple on Sep 20, 2020 11:40:18 PM

If you missed Growth Dynamics' debut on Instagram Live last week- have no fear, the replay is here. 

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Today! Charlie Featured with Author Jenna Arnold

By Sarah Waple on Sep 17, 2020 11:17:09 AM

On Thursday at 5 pm EST Charlie Hauck, owner of Growth Dynamics, will be joining Jenna Arnold on her Instagram Live session to discuss the importance of having critical conversations. 

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Most Companies Can Boost Sales From 30-100% in Just One to Two Years

By OMG on Sep 16, 2020 12:15:00 PM

This article comes from our partner- Objective Management Group.

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Podcast: Sell First, Educate Second

By Monday Morning Manager on Sep 14, 2020 6:45:00 AM

 

Symptoms:

Sadie was pumped to have a meeting with the right decision makers on her new product. They quickly agreed to her lunch and learn invitation and even let her know how excited they were about her products. They used a competitor’s products, and this was her chance to get the sale. She gathered the standard slide deck, added a few slides comparing her product to the others in the marketplace and even went as far to include delivery information. She knew this was the lunch and learn to end all lunch and learns and it would be an easy close.

Yet, when the presentation wrapped up Sadie asked if there were any questions and no one had any. They kindly thanked her and out the door she went. Later she learned the company went with their existing vendor.

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Podcast: Take Ownership of the Process

By Monday Morning Manager on Sep 8, 2020 6:45:00 AM

 

Symptoms:

Jerry was having a year that was slightly ahead of last year, but he was frustrated that he wasn't doing as well as he thought he could be or should be. Although he had taken some sales training and learned some unique words, phrases, and approach tactics, he felt like he was struggling to say and do the "right" things when it came to managing his activities and sales calls. He wondered what he needed to change so that his daily work became more natural, fun, and productive.

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Are We Setting Kids Up for Failure with All the Best Intentions?

By Charlie Hauck on Sep 2, 2020 10:00:00 AM

I am prepared for lots of pushback on this post, so please feel no hesitation in reacting positively or negatively to my thoughts on this topic.

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Podcast: Mind Reading & Meeting Expectations

By Monday Morning Manager on Aug 31, 2020 6:30:00 AM

 

Symptoms:

Have you ever been part of a sales call where there seemed to be little structure, where both parties seemed to be on different pages, where expectations were not met, and little was accomplished? Even worse, you expected something positive to occur but simply got a lukewarm response such as, "I need to think it over. Call me in a few days." Opportunities are squandered and the buyer seems to be in control.

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Podcast: How to Get On A Roll

By Monday Morning Manager on Aug 24, 2020 6:45:00 AM

 

Symptoms:

Matt is looking at his calendar and doing some planning, knowing that many things he does look too much like random acts of mindless behavior. Looking back on past months, he feels like he was scrambling and playing catch up all the time instead of having that feeling that he had some deliberate control of his actions. He wants to get back that feeling of being on a roll, where it's like running downhill instead of uphill all the time.

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What Messaging Are You Using About the Current State of Affairs?

By Sarah Waple on Aug 12, 2020 2:15:56 PM

Here we are. Month six of this odd coronavirus time. At this point I think it is safe to say this "new" normal has become the normal. 

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Podcast: Is time a random event block?

By Monday Morning Manager on Aug 10, 2020 6:45:00 AM

 

Symptoms:

Jake was putting in about 60 hours a week plus some time on the weekends but was still worried that his sales and management production was not nearly as high as it could be. The family did not see him as much anymore and his "To Do" list was constantly growing. Despite all his hard work, the only thing he could conclude was that he needed to do a better job of "time management".

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Podcast: Ignoring the Obvious Sleeping Dogs

By Monday Morning Manager on Aug 3, 2020 6:45:00 AM

 

Symptoms:

Dan left his latest meeting with a prospective account knowing he had to make some changes. The Buyer was willing to talk about many things, but not what Dan wanted to sell, which was being provided by another firm. The upcoming election came up several times too, but Dan did his best to push past all the uncertainties surrounding that topic. It seemed no matter how hard he pushed his features, benefits or competitive advantages he was not able to move this buyer to consider a particular product because of a strong competitor and an unpredictable economy.

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High-Performance Sales Remote Now Enrolling

By Sarah Waple on Jul 29, 2020 9:00:00 AM

There is one constant in life- change. 

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Podcast: Sales vs Business Development

By Monday Morning Manager on Jul 27, 2020 6:45:00 AM

 
 

Symptoms:

Jennifer had just returned from her ten-year high school class reunion where it seemed that many of her classmates had some fancy "professional" job. The question "so what are you doing now?" had become almost too painful to answer when she told her former classmates that she was in "sales". No one seemed to respect her role in business development as an account manager, with some even going so far as to say, "I thought you wanted to become an English teacher, what happened?" The truth was Jennifer had tried teaching for a few years, but soon realized that she would never be happy spending the rest of her working days confined to a classroom. Now Jennifer had to get herself pumped up to start a new week, but the negative head trash from her peers had her wishing she could go back to bed.

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The Hidden Gift of The Pandemic: Good Sales Candidates are Available

By Charlie Hauck on Jul 22, 2020 12:15:00 PM

For the last 36 months the booming economy delivered record growth and profits for many sales organizations. That growth also created a challenge that virtually every sales organization had no success in overcoming: a lack of qualified sales talent to capture the available opportunities. The constant refrain of “where can I get some more salespeople” was heard coast to coast and there seemed to be no reliable answer. As typically happens in that business environment, sales leadership quit asking for good salespeople and settled for any available body that could walk, chew gum, and hand out product literature. The recycling of poor to mediocre talent that could get overpaid for their production became acceptable as sales managers were afraid of reporting that all the territories were not being covered. The high tide floated all ships, even those that were rusted out or never really proved sea worthiness.

Topics: hiring career
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Podcast: Self-Limiting Beliefs

By Monday Morning Manager on Jul 20, 2020 6:45:00 AM

 
Symptoms:

Tom was looking at the standings and found his name in the usual spot about two thirds of the way down. Given the way his clients were behaving lately and the condition of his market, he felt lucky he wasn't closer to the bottom. Hey, at least I'm not a loser is what he kept telling himself. Sure, his company had launched some new programs to boost production, but he had given up on that quickly when his prospects had convinced him that they still weren't going to buy from him. After all, he was doing everything he could do and his manager really wasn't helping him much.

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Save The Date: August 4

By Sarah Waple on Jul 15, 2020 9:48:55 AM

Topics: Coaching event
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Podcast: Regain Control

By Monday Morning Manager on Jul 13, 2020 6:45:00 AM

 

Symptoms:

Jody was driving away from her newly won account with that smirky smile of satisfaction on her face. She had walked her way through the process from the referral stage, onto discovery and fact finding, then qualification with a commitment to act one way or another, and finally the agreement to do business together.

She knew her self-satisfaction was a result of the actions she took only a few short weeks ago, after several nightmare appointments almost sent her to rock bottom. During those calls, she had been nervous about her lack of preparation and from not knowing where she was in her own sales cycle. All that should have been done did not get done because she kept telling herself she was "too busy" to spend the needed time on any one aspect of her business.

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Benchmarking Basics: Everything You Need to Know

By TTI on Jul 9, 2020 12:54:31 PM

With the workplace more turbulent than ever, it's important to make sure every hire and position is filled with a quality candidate.

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Round Table: The Impact of COVID-19 on Commercial Real Estate

By Sarah Waple on Jul 7, 2020 4:23:37 PM

Join us for a webinar with Chester County, PA professionals to discuss the impact of COVID-19 on the commercial real estate market.  Learn about recent developments and trends in the field from the perspective of a commercial real estate agent, banker, and attorney.

Panelists include: Nicole Lyddane (Swope Lees) Geoff Sheehan (Meridian Bank) Duie Latta (Clarion Law) Moderated by Chris Perillo (RKL, LLP) and Charlie Hauck (Growth Dynamics).

We will discuss how the COVID-19 environment has changed the lease, purchase, and sale of commercial real estate, including offers, due diligence, financing, and closing.

Topics: event
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Podcast: Wizard of Oz

By Monday Morning Manager on Jul 6, 2020 6:30:00 AM

 

Symptoms:

Ellen felt blah, like the world’s color had vanished and everything was stuck between black and white in some all gray tones of reality. After 12 long weeks of working from home and trying to force herself to keep fighting the fight, Ellen’s commitment sagged to its lowest point ever. The constant barrage of virtual meetings and remote access sales calls created a sense that the sales world no longer felt like the same place she was so excited about three long months ago. Was this it? Was post pandemic selling how people were actually going to be doing business? Was Ellen’s personal touch and ability to connect with her customers going to be limited to email, voice mail and ZOOM interactions? To Ellen it all looked like the world had turned Battleship Gray faster than she could believe, and no, she did not like that color at all.

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Podcast: 2020 Mid-Year Review

By Monday Morning Manager on Jun 29, 2020 6:45:00 AM

 

Monday Morning Manager

Symptoms:

Mark is looking at his schedule and realizing the July 4th holiday is just days away.  Oh, Oh! Is the quarter really almost over? And the year is half over too. The sales reports are bound to follow, and he is determined not to let his performance slip away. Mark has decided it's time to review and get his game plan back on track. 

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It's Not A Conditions Problem

By Sarah Waple on Jun 28, 2020 8:47:23 PM

We've all heard it before- it's the market conditions that are making it hard for me to __________. Fill in that blank with any of your favorite or least favorite sales challenges- setting appointments, prospecting, closing, shipping, getting PO's, sending quotes or finding projects to quote. 

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Podcast Featured As Top 60 For Salespeople in 2020

By Sarah Waple on Jun 24, 2020 2:45:24 PM

It feels like there are so many LISTS all the time proclaiming the best, the worst, the most needed or wasted items of any given time period. 

Topics: podcast
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Podcast: What Happened to the Dinosaurs?

By Monday Morning Manager on Jun 22, 2020 6:45:00 AM

 
Symptoms:

Jerry never felt compelled to trust or rely on technology. In his opinion nothing beats getting out there and looking someone in the eye or at least picking up the phone and chatting live with a prospect or a customer. No one ever refused to do business with Jerry, and in many of his customers’ locations he had free rein to essentially come and go as he pleased. No way email could be that important as long as Jerry could walk in, pull up a chair and talk about personal “stuff” before staring his pitch. Jerry thought email and all this new “webinar” and virtual selling stuff was just more trouble than it was worth and never going to be as important as that face to face visit. Jerry stuck to his guns and even managed to get one of the inside team to transcribe his emails, so he was not forced to adopt that new-fangled irritation into his sales game. And then Covid-19 arrived, and Jerry was lost.

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Podcast: Top of funnel vs bottom of funnel

By Monday Morning Manager on Jun 15, 2020 6:30:00 AM

 
Symptoms:

Erin looked at her monthly sales report and did not like what she saw. Despite working harder than she had all year, the numbers told Erin that she could forget about getting her quarterly bonus. It seemed like each quarter turned out the same; one month that Erin thought would carry her to a bonus and two months that fell short. The pattern was frustrating for Erin as she tried to figure a way to break into the top performer group in her office. It seemed like all the wins she posted in the one good month stole the time she needed to prospect for the other two months. Besides, how could anyone be expected to stop the customer service fire drills that popped up all the time? Erin was beginning to feel trapped.

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Prevent Burnout Based on Your Communication Style

By TTI on Jun 11, 2020 11:38:05 AM

The last few months have certainly been interesting. Charlie and I have seen ourselves thrive in some aspects, but also face a little burnout in others. We think the same can be said for many of the people we interact with regularly. 

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Podcast: Promote Your Prospect to Deputy

By Monday Morning Manager on Jun 8, 2020 6:45:00 AM

 
Symptoms:

Most of Mike's potential accounts seem to be unable to make a decision on their own regarding his service. They claim they have responsibility, listen to his presentation, but then let him know there are "others" who have final decision-making authority. He is frustrated by this situation and usually just makes his presentation, anyway, hoping for the best. As a result, his closing ratio is poor and his sales cycle is exceedingly long.

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Podcast: Active Listening

By Monday Morning Manager on Jun 1, 2020 6:30:00 AM

 

Symptoms:

Cliff was surprised. He assured the customer how things would work out and, when the customer disagreed, he told him again. And again, and again. Then his manager got an angry phone call asking Cliff not be sent back into the account because the client didn't see any way for him to handle their account to their satisfaction. Cliff was indignant. Didn't the client understand that Cliff was the expert and knew best what the client really wanted and needed?

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Pivoting: High-Performance Sales Online

By Sarah Waple on May 31, 2020 10:24:47 PM

Just like many out there, Growth Dynamics has been impacted by the current COVID-19 pandemic. 

Topics: training event
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Podcast: Move it or Kill It

By Monday Morning Manager on May 26, 2020 6:45:00 AM

 

Symptoms:

Alice was at her wit's end. After three months of hard work, moving step by step towards the final decision, the sales process was stuck. She had worked the system well but had failed to get either a “Yes” or a “No” while she was in front of the prospect. Now her calls were not being returned by the client. Alice had put too much work into the account to walk away, and she was smart enough to know that the selling isn't over until she says it's over. However, she was uncertain how to proceed if she couldn't find out what was going on behind the scenes at the account.

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Memorial Day: Facts and Thanks

By Sarah Waple on May 25, 2020 7:30:00 AM

We want to take a moment to share our thanks and appreciation to those who gave the ultimate sacrifice to protect our country, our freedoms and our beliefs. 

Topics: holiday
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Positive Moment: Keep Rowing in Rough Seas

By Charlie Hauck on May 20, 2020 10:03:22 AM

I have been negligent this past week about creating a Positive Moment post. The thick of thin things seemed to capture me and overcome my commitment for some reason. Maybe it was the pressure of coming up with an idea or analogy every single day that finally took me down. I just know I could not find the focus to sit and type.

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Podcast: Give Them An Exit

By Monday Morning Manager on May 18, 2020 6:45:00 AM

 
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Positive Moment: The People Are Where The Magic Exists

By Charlie Hauck on May 13, 2020 5:13:25 PM

Another short message today as I have had two of my favorite people connect with me and catch up.

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Positive Moment: Beliefs I Was Not Expecting

By Charlie Hauck on May 11, 2020 3:54:58 PM

Well, we have all been dealing with this pandemic situation for about 50 days now, and I know we are all going crazy with the varying degrees of self-isolation. It does suck, and it is OK to go ahead and admit it. There is nothing like being free to go where you want to go when you want to go, and most of us never realized it until we could not exercise that freedom. But here we all are, still existing in this state of uncertainty and not knowing when the world will be less scary or intimidating.

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Podcast: Decision Meetings

By Monday Morning Manager on May 11, 2020 6:30:00 AM

 
Symptoms:

Joe teed up a nice little order at one of his smaller accounts.  It wasn't a make or break type of deal, but it created some additional opportunities to expand the product mix and make a lesser account more profitable. In an effort to keep his sale on track, Joe emailed the customer to confirm his appointment for a week later and mentioned that he thought this should be a decision meeting on the product program he was offering. Within hours, Joe's appointment was confirmed, but to his dismay the owner stated that his decision would be made on his timeline and not Joe's. After reading the reply, Joe felt conflicted: should he drive an hour and a half to do nothing more than hear a “think-it-over”, or should he cancel the appointment and tell the prospect to let him know when he was ready to decide?

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Positive Moment: Clear Goals Bring Better Success

By Charlie Hauck on May 8, 2020 11:00:47 AM

At times, my tendency to be impulsive has brought me exciting surprises. I have stumbled across great restaurants or roadside wonders that I couldn't have planned to find. I just turned a corner, continued down the road and was rewarded with a gem of an experience. Sometimes the opposite has happened, resulting in wasted time or a totally, useless purchase ending up in my closet or garage. When I look at those misbegotten objects, I shake my head and wonder what I must have been thinking when I decided to grab that dust collector. No plan or goal, just an illogical decision, the list would be embarrassing if I ever wrote it out and shared with people.

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Positive Moment: Perfect No, Excellent Yes

By Charlie Hauck on May 6, 2020 3:51:57 PM

I missed it yesterday, and I am fine with it.

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Positive Moment: May the Fourth Be with You

By Charlie Hauck on May 4, 2020 9:12:51 PM

I apologize right off the bat for jumping on the Star Wars date connection here. Those movies have been a true modern phenomenon, but I am not one of the ardent faithful of the series. Today it just seems an easy connection to take that play on words and tie it into this 7-week ritual. Again, sorry…

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Maintain A Schedule

By Monday Morning Manager on May 4, 2020 6:45:00 AM

 

Symptoms:

Donna hated feeling like this. As hard as she tried, she couldn’t figure out what she was supposed to do when she got back to the office after being out for a couple of days making calls on new prospects and checking up on some existing clients. Her to do list had a bunch of things scribbled on it, but Donna didn’t know which items were most important or when the people she had been talking to were expecting her to follow up.

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Positive Moment: Rest and Recovery

By Charlie Hauck on May 1, 2020 10:48:04 AM

Yesterday the East Coast was battered by a huge wind and rain event. Starting about noon here outside of Philadelphia, the weather turned violent. Winds blew in excess of 50 miles an hour, throwing porch furniture and anything unsecured across the landscape. Soon after that started the rains came in buckets. It was the proverbial cats and dogs type of rain with sheets of water blasting my windows at my office and at home later. Inevitably when this happens, we lose power. The family was forced to call for take-out dinner and there was no TV to watch and the internet disappeared. You would have thought it was like 1990 or something!

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Positive Moment: Change of Scenery

By Charlie Hauck on Apr 30, 2020 10:18:04 AM

I knew it was coming, but I did not know when it would actually arrive. Yes, I went back to the office today because working in my bedroom was not cutting it for one more day. My mind had been kicking the idea around for about a week, but I wanted to be a good citizen and remain “lock down” compliant. Finally, I just needed to grab my keys, start the truck and go to work back where it feels normal to go to work.

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Coffee and Coaching: May 5

By Sarah Waple on Apr 29, 2020 12:03:00 PM

It's on, but you make your own coffee

We have grown to really enjoy our Coffee and Coaching events since a class full of students suggested we hold them. 

Topics: Coaching event
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Positive Moment: Virtual Backdrops

By Sarah Waple on Apr 29, 2020 10:13:06 AM

While spending some time on Facebook this week I saw a pretty fun post from King Arthur Flour. If you know anything about me, Sarah, I love carbs. Carbs of all kinds. Bread, cake, cookies, pizza, flatbread, pita... the list can go on and on. That's why I follow King Arthur Flour. I also thought I should copy the great idea they had. 

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Positive Moment:The Education Experiment

By Charlie Hauck on Apr 28, 2020 10:28:09 AM

The Covid-19 shut down has led us into uncharted territory in quite a few areas, and perhaps the most noticeable is the Education Experiment we have thrown at our teachers and their students. Many of us have ringside seats to this process, and I do not know if it is going as anyone hoped. If you are one of the parents that is actively engaged in this homeschooling delivery you have my utmost respect for your patience and persistence.

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Positive Moment: Back to School Excitement

By Charlie Hauck on Apr 27, 2020 1:43:29 PM

Today was a special day for me and a special group of people. I was part of a BACK TO WORK meeting conducted over ZOOM that welcomed the entire sales force back at one of my clients. I called it a BACK TO SCHOOL event because they sell school supplies and their faces looked like they were a bunch of kids seeing their classmates for the first time after summer vacation. Big smiles and howdy dos appeared to be the order of the day for everyone involved. It was special to see a positive moment during some tough times for many of us.

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Podcast: Talk About Money

By Monday Morning Manager on Apr 27, 2020 6:30:00 AM

 
 
Symptoms:
Matt hung up the phone after the bad news and couldn't believe that he had been beaten again because of his price. Knowing that he was not the lowest price on the block, he had given the prospect his best consulting expertise up front in an attempt to build his "value proposition", and then tried to save the money discussion for the end so as not to scare them away too early. He even voluntarily offered a 10% discount and some favorable terms in an attempt to win them over. After-all, it did seem like a lot of money they would be spending. 
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Positive Moment: Local Gems

By Charlie Hauck on Apr 23, 2020 3:42:53 PM

OK, the days are all running together, and frankly I am struggling to get a real sense of momentum in much of anything lately. No, this is not a plea to open up businesses all over and let everyone out of their houses. We will get there, and I am on board with slower rather than faster on those decisions. I am just getting a case of cabin fever at this point. My attempt to remedy the situation was to get outside and tramp in the woods and weeds at Stroud Preserve, a local gem of a park.

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Daily Positivity: We want to get back to work, until then...

By Charlie Hauck on Apr 21, 2020 8:37:33 AM

Like you and most everyone else in this country, I want to be back to work. Not this work from home sort of working stuff, but the real work of full days on the calendar and the sense of not having enough time to get done what needs to be done. I miss the frantic moments of traveling from city to city by planes, trains, and automobiles. I trust it is coming back and business will rebound for all of us. At least that is my best desire for all.

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Podcast: What Do You Expect To Read on Your Prospect’s Website?

By Monday Morning Manager on Apr 20, 2020 6:45:00 AM

 
Topics: podcast
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Moment of Positivity: Funky Friday Edition

By Sarah Waple on Apr 17, 2020 3:01:08 PM

You made it to Friday! Did you know it was Friday or are you down to three days of the week: yesterday, today and tomorrow like we are in the Waple house? Do weekends even matter anymore?

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Positive Moment:Creativity Erupts

By Charlie Hauck on Apr 16, 2020 1:53:23 PM

A few months ago, I made a very deliberate decision to avoid contributing any negative or political commentary on social media. There are plenty of folks there that express opinions like mine, so me not adding the conversation is not causing anyone to be short on agreement or disagreement to fuel their personal agendas. Plus, I just do not matter that much in the bigger scheme of things going on in the world. The current affairs have certainly given me plenty of opportunities to break my silence, but still I resist joining the fray. As a reward I have found myself being very open to the amazing creativity people have shared as ways of coping with the Coronavirus pandemic and its influence on our day to day living.

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Positive Moment: Sports No Competition Yes

By Charlie Hauck on Apr 15, 2020 1:26:21 PM

As I’ve gotten older my appetite for following sports has waned considerably. I still have favorite teams that I follow although not as fervently as I did at a younger age. Watching a good pro or college football or basketball game on TV keeps my attention most of the time, but I don’t think about the scores or the players much beyond the final buzzer. I view it as strictly entertainment only with little or no impact on my life or my concern.

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Podcast: Too many options slows decision making

By Monday Morning Manager on Apr 13, 2020 6:45:00 AM

 

Symptoms:
Linda was frustrated by her prospect's unwillingness to make a decision. Her prospect said he needed some time to digest the three options outlined in her proposal before making a decision. The prospect added that he was pleased with the proposal and that she had done her job well. Now she found herself in the "chase" mode because the prospect wasn't returning her calls.

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Moment of Positive: The Common Good

By Charlie Hauck on Apr 9, 2020 12:45:00 PM

Despite the impact of the statistics on new cases and new deaths, today’s news had some shreds of hope for everyone. There is slight indication that the numbers of people infected and reporting to hospitals in New York City has started to decline. In the parlance of the day, the curve appears to be flattening. Personally, I need to see that type of reporting out of place like Chicago, New Orleans and Philadelphia before I start to celebrate, but there is a glimmer of hope that the tide is turning.

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Moment of Positivity: Being Present

By Charlie Hauck on Apr 8, 2020 12:54:42 PM

I’ve written about the gift of time this pandemic has given to all of us, and I’d like to explore that a bit more in this message.

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Moment of Positivity: You Mean Santa’s Not Real

By Charlie Hauck on Apr 7, 2020 11:15:14 AM

A short message again today about a moment that happens in the life of a child. This time it happens to be my nine-year-old grandson.

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Podcast: Your price is too high

By Monday Morning Manager on Apr 6, 2020 6:30:00 AM

 

Symptoms:
One of the most common objections salespeople get is about price: "That's a bit more than we were thinking about paying." "Your prices are kind of high." "That just doesn't fit our budget" are typical comments. Salespeople tend to be very quick to take these comments at face value. They assume these price objections are the real issue standing between them and an order, so the path of least resistance is almost always to begin dropping their price to get the sale. And, more often than not, once the price issue has been "resolved", more resistance comes to the surface.

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Moment of Positivity: Musings from the Hot Tub

By Charlie Hauck on Apr 3, 2020 9:39:11 AM

Sleep has been a challenge over the last few weeks. I go to bed too early or don’t get enough exercise as I shelter in place. I can’t figure it out, but I know I keep waking up way earlier than I need or want to lately. The best place for me to deal with this insomnia is in our hot tub, gazing into the darkness of early morning of the brightening of a new day.

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FREE! Work From Home Assessment

By Sarah Waple on Apr 2, 2020 12:33:05 PM

Working from home. Something that for some of those reading is nothing new, but for others this is a new development of all work being done from home and is a LARGE change. 

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April Fool

By Charlie Hauck on Apr 1, 2020 3:15:05 PM

The message will be short today as we look forward to brighter days and a return to the normal lives we left behind a couple of weeks ago.

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Moment of Positive Thought: The Gift of Time

By Charlie Hauck on Mar 31, 2020 11:56:32 AM

I knew if I looked hard enough, I could find a valuable gift in this pandemic reality that has enveloped us all. It wasn’t that obvious in the first couple of days or weeks, but it appeared when I allowed myself to let it take shape in my mind.

Topics: mindset
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Podcast: Cross Selling Is Making Money and Time

By Monday Morning Manager on Mar 30, 2020 6:30:00 AM

 
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Business as Unusual: Fear and anger, the most intense and motivating of all our emotions.

By Charlie Hauck on Mar 27, 2020 10:40:11 AM

If you haven’t spent some time over the last few weeks feeling those emotions, you must be some sort of alien. I admit that in these hours when I’m sitting in my new office (bedroom overstuffed chair) there are moments when fear and anger creep from my subconscious mind to full awareness as I consider what this pandemic is doing to my life, my business, my future and my entire world. I suspect you’ve experienced the same thing, at least I hope you have.

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Business as Unusual: The More You Give

By Charlie Hauck on Mar 26, 2020 1:16:26 PM

Self-preservation is a strong motivator, particularly when the environment seems to be less safe and accommodating. As Maslow indicates in his Hierarchy of Needs, the Physiological is the most basic. At our core we are creatures that want our personal needs met before thinking about the needs of others. When we find ourselves threatened our instincts are to look out for number one first and foremost from both a logical and emotional perspective.

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Moment of Positive Attitude

By Charlie Hauck on Mar 25, 2020 10:22:31 AM

Your attitude is your compass to the future. Imagine if you were one of Christopher Columbus’ three small ships heading off to find the New World over 500 years ago. That leap of faith is amazing when you consider the common belief that the world was flat, and certain death awaited anyone that challenged that paradigm by sailing in search of an unknown destination. Certainly, some of those sailors had moments of doubt as the days slipped by and there was no land in sight. “When will this folly end and our feet will be on terra firma again?” had to be a common question asked in hushed tones.

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Silver Linings on a Gray Day

By Charlie Hauck on Mar 24, 2020 9:15:00 AM

Yes, I’d much rather not be typing this post, but I can’t worry about what I cannot not change or control. Working from home is not nearly as engaging as standing in front of room of salespeople or even responding electronically to requests for coaching. And making sales calls on people that don’t know when their sales teams will be back in the marketplace feels a bit peculiar to say the least. Two weeks ago, few people thought this is the world we’d be working in today, but here we are.

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Podcast: Business as Unusual

By Monday Morning Manager on Mar 23, 2020 5:45:00 AM

 
Topics: podcast
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Podcast: Getting Paid in Strokes

By Monday Morning Manager on Mar 16, 2020 6:45:00 AM

 

Symptoms
Melody and her boss just couldn't understand why she continued to struggle to close business. She was a very outgoing person who was extremely well liked by her customers. She went out of her way to be friendly to everyone and appeared to possess a good knowledge of her product and the selling process. Her failure to excel was confusing to everyone.

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Isn’t This an Unexpected Development? Coronavirus Challenges

By Charlie Hauck on Mar 15, 2020 9:13:34 PM

Today we are all facing a challenge that two weeks ago seemed as likely as pigs flying. Yet, here we are facing a sales challenge you won’t find talked about in any sales training manuals or motivational seminars. Essentially, the world has shut down for almost everyone, and none of us can truly say, with any certainty, when it will reopen. With that reality staring us in the face I thought I’d take some time this evening and make some suggestions about how to survive the challenges in front of all salespeople. Below you will find a few ideas for each of the three points of our MAP to Success: Mindset, Activity and Process.

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Improve Your Conflict Resolution Skills With Better Communication

By TTI on Mar 12, 2020 11:45:00 AM

Despite your best intentions, every relationship will hit a boiling point. It’s unfortunate but inevitable. However, a disagreement with your partner, a family member or a coworker doesn’t have to escalate into a larger problem if you take immediate action to defuse the situation.

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Podcast: Malpractice: Prescription Before Diagnosis

By Monday Morning Manager on Mar 9, 2020 5:45:00 AM

Monday Morning Manager

 



Symptoms:

Hayden was ready for her first call of the day. She had a referral into this prospect's office and had been told they were in need of getting products fast...very fast. In preparation for her meeting she pulled timelines, shipping schedules and production pieces that could impact their products she thought this prospect was interested in.

Topics: podcast
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Prospecting and Selling Aren’t the Same Thing

By Charlie Hauck on Mar 5, 2020 11:45:00 AM

Prospecting is the lifeblood of sales success. Most people that have made it past their first 12-24 months of sales realize this basic fact. Without prospecting there is no selling to be done, period. When you haven’t got a prospect to talk to you are dead in the water, maybe staring at the phone hoping it will ring or working to craft the silver bullet email blast that generates tons of inquiries. In my 40 plus years of selling I haven’t seen either of those strategies produce consistent results for anyone. But I have seen some people that are committed prospectors make one mistake over and over, failing to realize that prospecting and selling are distinctly different parts of a successful business development process.

Topics: selling
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Podcast: Selling Yourself First?

By Monday Morning Manager on Mar 2, 2020 5:45:00 AM

 

Monday Morning Manager

Good morning & Greetings, here's this week's selling scenario to think about.

Symptoms:

Justin was spending some time off around the holidays thinking about his 25 years in sales. There were many things to be proud of, but after a bit of soul searching, he was forced to admit that he thought he'd be a bit further along financially by now or perhaps have a more prestigious title or even work for a better company, considering the two and a half decades he was reflecting on. 

Topics: podcast
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Podcast: Pipelines Need a Timeline

By Monday Morning Manager on Feb 24, 2020 5:45:00 AM

Monday Morning Manager

 

Good morning & Greetings, here's this week's selling scenario to think about.

Symptoms:
Carlos believes that sales success is simply a game of numbers, and his commitment to relentless

prospecting has proven him right quarter after quarter, year after year. However, all that prospecting creates problems, for Carlos often finds himself so overwhelmed by follow-ups and open opportunities

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How to Stop Thinking About Work When You’re Not at Work

By TTI on Feb 19, 2020 11:34:45 AM

This article comes to us from our partner TTISI. 

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Podcast: Calling On Decision Makers

By Monday Morning Manager on Feb 17, 2020 5:45:00 AM

 

Monday Morning Manager

Good morning & Greetings, here's this week's selling scenario to think about.

Symptoms:
When Kathy hired Everett, a former user of her company's products, she thought she had finally found someone who could easily penetrate her market. Everett came from the industry and had been a devoted user of Kathy's products in his role as a product repair specialist. When Everett told Kathy he wanted to make the jump from user to salesperson for her product line, she thought it a great idea and immediately offered him a position. 

Topics: podcast
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Why 3 Good Salespeople Failed & 3 So-So Salespeople Succeeded

By OMG on Feb 12, 2020 11:01:00 AM

This article comes from our partner Objective Management Group. It is a wonderful read about how OMG's assessments can help predict a sales professional's success.

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Podcast: How much research should you do?

By Monday Morning Manager on Feb 10, 2020 6:00:00 AM

 

Monday Morning Manager

Good morning & Greetings, here's this week's selling scenario to think about.

Symptoms:
Jason really wanted to impress both his sales manager and his prospect with how prepared he was for the first call of his sales career. He had all his literature organized and had armed himself with all of the background info he researched on the prospect's website. He felt good, except that after reviewing the website data, he really didn't know what 

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Bad Company Reviews

By Sarah Waple on Feb 5, 2020 10:15:00 AM

We just read an article from Inc.com about hiring and online company reviews. 

Topics: hiring TTI OMG
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The Success Conundrum

By Charlie Hauck on Jan 29, 2020 11:30:00 AM

At 35, Rachel built a nice career for herself, and she was enjoying the benefits of that success. There was a nice house in an upscale neighborhood, the vacations in all the places she ever dreamed about and a luxury set of wheels sitting in the driveway; all of it earned through hard work and commitment to Rachel’s goals. Her life looked like the epitome of success, and Rachel was very proud of it all. There was, however, one thing Rachel didn’t have, and it seemed the more successful she became the less of this one thing she had at her disposal. Rachel hated to admit it, but all the success cost her time to enjoy her life with friends and family. To Rachel, it became obvious that success had a price and she wasn’t sure it was worth it to raise the bar and experience even more of it. She found herself admitting that being more successful just meant giving up most of what was left of her personal life.

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Podcast: Procrastinating on bad news

By Monday Morning Manager on Jan 27, 2020 5:45:00 AM

Monday Morning Manager

 

Symptoms:
One thing was certain: Derek was going to get an earful when he mustered the courage to tell his biggest customer that the truckload of material he was expecting was going to arrive three weeks late. With the last six months seeing all kinds of shipping headaches, the customer told Derek that their patience was wearing thin. They demanded a more reliable delivery schedule and that Derek be more honest and timely communicating with them.

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Coffee and Coaching: Feb. 4

By Sarah Waple on Jan 24, 2020 11:40:58 AM

Create good habits for the year with us. 

Join us for our first Coffee and Coaching of 2020 in just a little under two weeks.

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Girl Scout Cookie Lessons

By Charlie Hauck on Jan 22, 2020 10:15:00 AM

Charlotte and Eleanor are twins, and their mother signed them up with a local Brownie troop when they turned seven years old. The girls loved all the fun craft activities that were part of the troop’s weekly meetings, and their parents loved to see them make new friends and socializing outside the family. As the year went on the two girls’ personalities became more and more apparent. Charlotte’s outgoing nature and willingness to take on new adventures was very different from Eleanor’s shy and less bold demeanor. Never was it more apparent than when the annual ritual of selling the famous Girl Scout cookies took place. Eleanor was upset and cried when her sister constantly was recognized for the most sales, and well, Eleanor’s reaction was to ask if she could be excused from selling cookies. When her mother told Eleanor she had to either sell or drop out of the troop, Eleanor was devastated. After her first few attempts to sell to people going past their stand at the grocery store failed, Eleanor was ready to head home and quit the troop as well.

Topics: sales process
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Podcast: Nurture clients in their best interests

By Monday Morning Manager on Jan 20, 2020 8:02:58 AM

Monday Morning Manager

 

Good morning & Greetings, here's this week's selling scenario to think about.

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Podcast: Norm Doesn't Prospect

By Monday Morning Manager on Jan 13, 2020 5:30:00 AM

 

Monday Morning Manager

Good morning & Greetings, here's this week's selling scenario to think about.

Symptoms:

Norm hung up the phone and was absolutely ecstatic, jumping up and down while searching the office for someone to high five, all because the sale he'd been chasing for the last six months had just closed. His relief was palpable and once he shared the news with his sales manager that his drought was over, Norm planned on taking the rest of the day off to celebrate the good news.

Topics: podcast
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OMG Earns Gold Medal for Top Sales Assessment

By Sarah Waple on Jan 10, 2020 2:00:07 PM

Objective Management Group was awarded the Gold Medal for Top Sales Assessment for the 9th consecutive year by the judging panel at Top Sales World.

Topics: OMG assessments
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3 Common Misconceptions About Assessments

By TTI on Jan 7, 2020 9:13:31 AM

Topics: assessments
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Podcast: N-O-T

By Monday Morning Manager on Jan 5, 2020 8:00:00 PM

Monday Morning Manager

Good morning & Greetings, here's this week's selling scenario to think about.

Symptoms:

The silence was deafening. Both Valerie and her prospect sat there looking at each other waiting for the other person to speak first. Valerie had finished her presentation of the new products' features and benefits and was expecting the Director of Operations to give her some indication of how well she had done. Since the training she had received on the new product said any prospect would be blown away by all the new bells and whistles, no one had ever bothered to consider what to do if that wasn't the case. Valerie had covered everything and found herself stuck not knowing what to do or say next. Was the sales call over or was something else supposed to happen?

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4 Business Lessons We Can Learn From Hallmark Holiday Movies

By TTI on Dec 23, 2019 9:00:00 AM

From our partner TTI:

Topics: TTI
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Advice From Our Trainer: What's One Thing You Can Do?

By Sarah Waple on Dec 19, 2019 3:07:57 PM

Today the gym Charlie and I are members of sent out an email titled "The one thing you can do to enhance your workout." I dove in and quickly realized Coach Jeff's advice for in the gym transfers so effortlessly outside of the gym. 

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Podcast: Sales Qualified Leads

By Monday Morning Manager on Dec 15, 2019 7:40:33 PM

 

Topics: podcast
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Podcast: Work/Life Balance

By Monday Morning Manager on Dec 8, 2019 11:59:44 AM

Symptoms:

Recently, nothing stung Darren more than when his wife pointed out that he failed yet again at his promised to be home for dinner. And, tonight he knew that he wouldn't make it to dinner again. His two kids were at the ages where they always seemed to be headed from one practice or another, and his wife Jessica was feeling often deserted when she asked Darren for help with all the driving around town. “Work/life balance” meant nothing more than disappointment to Darren as his boss just kept the pressure on by asking for more sales every month. Darren could see his future was bright at his employer, but at what cost? Jessica only knew her husband kept promising to be home for dinner, but just never knew which day he would actually be seated at the table with the family.

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Does Growing Your Sales Mean Losing Your Life?

By Charlie Hauck on Dec 5, 2019 1:13:43 PM

How many times have you seen a highly successful salesperson get to the point of total frustration over not having any personal time? Nothing is sadder than someone making lots of money but never having a day off to enjoy the things they can now afford. From the outside it seems as though their success has created a new world of problems; stress, feeling like they can’t stop, endless calls from customers and a sense that being highly successful has a very high price. It doesn’t have to be that way.

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True Story: Sharing Your Goals Are Important

By Sarah Waple on Dec 3, 2019 1:25:50 PM

Here is a very true, as in it happened yesterday, story on why everyone should share their goals with others. You just never know how someone else can  help you accomplish your goals. 

Topics: goals home life
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Podcast: Prospecting Tactics

By Monday Morning Manager on Dec 1, 2019 6:06:09 PM

 

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How to Manage and Improve

By Sarah Waple on Nov 21, 2019 11:24:13 AM

Did the vague headline pull you in? What are we managing and what are we improving? At times it feels like all life is made up of managing and trying to improve something while dealing with constant change. 

Topics: goals skills
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I Just Lost a Client, A Love Story.

By Charlie Hauck on Nov 19, 2019 11:39:40 AM

I Just Lost a Client, A Love Story.

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How to Be a Top Performer at Work

By TTI on Nov 13, 2019 9:39:10 AM

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Podcast: 15 Years Experience

By Monday Morning Manager on Nov 10, 2019 9:22:51 PM

Happy Veteran's Day. We cannot say THANK YOU enough to all who made the choice to serve this country. We know we are the home of the free because of the brave. 

Topics: podcast
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Podcast: Consistent Production

By Monday Morning Manager on Oct 27, 2019 7:51:35 PM

Monday Morning Manager

 

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Dream Boards: One of My Strongest Memories

By Sarah Waple on Oct 24, 2019 9:45:00 AM

I can recall the night my parents took us to a night full of poster board, glue sticks, stacks of magazines and plenty of people I didn't know. It's one of my memories from childhood that still stands out. One that had a large impact on my life moving forward. 

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How to Recruit Top Talent During Historically Low Unemployment Rates

By TTI on Oct 23, 2019 12:15:00 PM

This article comes from our DISC partner, TTI, and couldn't come at a better time. We have had numerous clients ask us about hiring right now. 

Topics: hiring employee
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Last Coffee and Coaching of The Year

By Sarah Waple on Oct 22, 2019 8:15:00 AM

Mark your calendar! Our last Coffee and Coaching is set for Nov. 12 and you shouldn't miss it. 

Topics: Coaching event
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Podcast: To Do Lists vs. Scheduling

By Monday Morning Manager on Oct 21, 2019 5:15:00 AM

Monday Morning Manager

Symptoms:

Marcus found himself sitting in his car, in his driveway but still felt lost. For some reason, this feeling was a more regular occurrence for Marcus at the end each day.  It was as if the one or two things he was supposed to remember to accomplish would come to him if he just didn't turn off the engine and open his car door. So there Marcus sat. Worried. Confused. Afraid. What if the missing item that never made it to his To Do List cost him a big opportunity, or even worse, cost him his job? Being so busy was a good thing in most cases, but Marcus also found himself feeling overwhelmed and out of control when his memory failed him in moments like this. And even a quick check of his To Do List offered no help.

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Podcast: End of Year Planning

By Monday Morning Manager on Oct 7, 2019 6:00:00 AM

Monday Morning Manager

Symptoms:

Roy and his boss were going through the usual year end gyrations that required them to get out the crystal ball and "forecast" what sales would look like for next year. Despite the fact that a large portion of Roy's sales came from repeat (evergreen) clients, he still had to figure out where the growth would come from. Worse yet, he's scared to death that something unforeseen might cause the loss of a key account that would completely derail his plans. Management has given him some target accounts, and also asked him to focus on certain offerings, but he was still nervous about how he could make all this happen. He knew he had to get out to a fast start but just wasn't sure on how to go about it.

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How to Improve Emotional Intelligence through Mindfulness

By TTI on Oct 3, 2019 11:02:30 AM

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Podcast: Buying Habits

By Monday Morning Manager on Sep 30, 2019 5:59:00 AM

Monday Morning Manager

Symptoms:

Having earned a small commission check last month from her sales job, Marta was doing her best to replace her old refrigerator and had already hit the local appliance stores, as well as a few of the Big Box outlets. After leaving the third stop, it became apparent she would have to go back to the first store to get the best price and the color she wanted. After finally approaching the floor rep with her true intentions, she was then surprised at a delivery charge that she had not discussed on her first visit. Not knowing what to do now, she returned home to look at the ads in the Sunday paper and to talk it over with her husband.

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