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NorthStar Performance Partners, LLC | Minneapolis, MN
 

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Blog

Human beings always have been and always will be driven to improve their own personal situation. As the leader, you must tap into that motivation.

 

Every prospecting call pays dividends. What do we mean by that? Even if we get a no, we can ask ourselves where the potential is, where the opportunity is – and we can pursue that.

 

How do you help salespeople, who may be underpforming, to instill a mindset of abundance and growth? Here are five steps we follow.

 

Mike Montague interviews Jordan Mullet on How to Succeed at Starting a Journal.

 

Holding salespeople accountable: This is one of the major challenges of managing a sales team – regardless of whether it’s a traditional team where people show up for work at a central physical location, or a team working remotely, or a team at a call center.

What, exactly, is the best way to do this? And how do you do it without falling into the trap of micromanaging people?

There’s a wise saying popularly attributed to baseball legend Yogi Berra: “If you don’t know where you’re going, you’ll end up someplace else.” Here’s how I unpack that wisdom: We have to know what our goals are, and we also have to know the specific behaviors that support those goals… otherwise, we may end up supporting someone else’s plan, rather than our own. With that sobering thought in mind, consider this list of five behaviors that are essential the achievement of any worthwhile personal goal.

Money actually does grow on trees. Referral trees. Closing a referral is roughly five times easier than closing a brand-new opportunity with whom you have no shared connection.

Mike Montague, director of community engagement at Sandler, interviews Brian Moran, best-selling author, on How to Succeed at the 12 Week Year.

 

Mike Montague interviews Dan Truehl, Sandler trainer from Wisconsin, on How to Succeed at End of the Year Goal Setting.