Coaching Tip

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Sales by Objectives (SBO): Sales Planning

Coaching Tip

Many of you may consider sales planning as something that is forced on you from headquarters as "Filling out forms to satisfy the home office".and In many organizations, typically what happens is this.every year you are asked for your sales plan for the coming year by a certain date. But is the sales planning job compete?

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Planning the Sales Call Checklist

Coaching Tip

This blog posting will focus on planning for the sales planning or influencing conversation. Write down the Anticipated Obstacles and how you plan to answer each. What you plan to ask the prospect regarding his or her concerns. Is this goal realistic? Whom do I plan to see? What order?

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Sales by Objectives (SBO): 20 Questions to improve sales call planning

Coaching Tip

Is this goal realistic? Whom do I plan to see? Is the purpose of this call to secure an order? What order? If not to secure an order, what is the purpose of this call--what do I expect to achieve? Is this call an important step in the overall development of the account? Who is the decision-making authority? Is it the right person ?

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Violent Leadership

Coaching Tip

Achievement takes planning, action, risk.and a zealously disruptive pursuit of goals," says Wesley Middleton, a strategic adviser and maverick leader in a traditional industry: accounting. In VIOLENT LEADERSHIP , Middleton shares his aggressive leadership style for our turbulent times.

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Seven Leadership Disciplines

Coaching Tip

Create a plan to weave discipline into your daily life and improve your leadership. Highly effective leaders engage others in creating a clear, compelling, and inspiring vision, and communicate it in such a way that everyone understands it and in a way that motivates and inspires people to work as a team toward common goals.

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Communicate to Influence

Coaching Tip

As authors Kelly and Ben Decker write, "This book shows that becoming a great communicator takes just two things: a smart game plan and a lot of practice." " Communicate to Influence " is the first step to reaching those goals. Did you leave with a clear plan? How many of those meetings were necessary? Make it about them.

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Earning Gaps Between Genders

Coaching Tip

The Obama administration plans to require large employers to peel back the curtain on how much they pay men and women in a push to narrow long-standing earning gaps between the genders. Every now and then a person runs across a great book that really helps improve the quality of life. This is such a book! A great read! . .

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