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Podcast: The Power of SMART Goals

By Monday Morning Manager on Jun 20, 2022 6:45:00 AM

 

 

Symptoms:

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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Fast Tip Friday: Productivity Trumps Busyness

By Charlie Hauck on Jun 17, 2022 7:00:00 AM

 


Hey, welcome back. Here's another one, Friday fast tip. I know everybody, everybody seems to be really busy lately. I know I'm busy. I know Sarah's busy here in the office. I know Matt, who does our IT and social media stuff, I know he's busy. And I'll bet you're busy too.

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Fast Tip Friday: Steak vs Hotdogs

By Charlie Hauck on May 20, 2022 7:00:00 AM

Do you prefer hotdogs or steak? I bet you said steak.

In this episode of Fast Tip Friday, Charlie talks about the analogy of Steak and Hotdogs to encourage your sales efforts.

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Seeking Strong Managers

By Sarah Waple on May 4, 2022 11:43:02 AM

Recently Charlie and I were talking about work I was doing with interviews for a client. As I was reviewing profiles and setting up my standard interview questions, he suggested a list of questions that I must ask all candidates. I had a few on my list already but this one is one I never would have thought to ask, but it surely is something everyone can relate to.

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Podcast: Name Your Days

By Monday Morning Manager on May 2, 2022 6:45:00 AM

 
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Podcast: Last Minute Deal Breakers

By Monday Morning Manager on Apr 4, 2022 6:45:00 AM

 

Symptoms:

After a long sales process finally appeared to be coming to a successful conclusion, Paul was breathing a sigh of relief until his client decided he wanted to extract some sweat from Paul for the win. Just when he thought it was over and done, the regional vice president chimed in with one last contract change that he claimed was a deal breaker if it wasn't accommodated. Once the shock and anger had subsided, Paul collected his thoughts and recalled his training that brought this exact situation up in a role play scenario. "Fool me once, shame on you. Fool me twice, shame on me" was the sound echoing through his brain as Paul was sure not to be the fool another time.

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PODCAST: I don’t think they like me

By Monday Morning Manager on Feb 21, 2022 6:30:00 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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Podcast: What Happens Next

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

Monday Morning Manager

 
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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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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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