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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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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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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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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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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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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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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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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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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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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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