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CHANGE yOUR SAlES RESUlTS FROm GOOd TO GREAT!!! Step 5: eFFective MeaSUreMent and ManageMent In the previous section, I talked about the need for business owners to release some control to unleash the inner entrepreneur of their sales people. Also mentioned was the importance of clearly communicating the expectations of the job. Sales is about performance and as the age-old saying goes “what gets measured, gets done” so it is necessary to develop Key Result Indicators. KRI’s allow a business to track results in key areas considered critical for measuring the success of the business. These metrics will provide the business owner, sales manager and salesperson with the ability to monitor performance, make adjustments to strategy, and ensure the established sales goals and targets will not only be achieved but exceeded. Utilize your Sales Expert, plus Finance, Marketing and Operations people (I recognize this may be one person!) to determine the key metrics that need to be measured to insure that the sales performance of your team is meeting the requirements of the company. Step 6: celeBrate tHe WinS! One of the realities of business today is that everyone is stretched for time. As a result many businesses take very little time, if any, to celebrate the wins. While this chapter is focused on sales teams, this principle applies to all departments or groups. As a business coach, I encourage all of my clients to have company-wide and where applicable, departmental S.M.A.R.T. Goals (Specific, Measurable, Aligned, Realistic, Time activated). In all cases, it is truly worthwhile to take time to celebrate the achievement of those goals. This process of celebration and recognition for a job well done provides motivation and increased focus on the achievement of future goals. As stated earlier sales people are motivated by money and recognition. An effective compensation plan takes care of the money; celebration provides the recognition. The type of celebration can take many forms but most 199
PUSHING TO THE FRONT importantly the people it is recognizing should view it as meaningful. How can you do create meaningful celebrations? Ask your sales people upfront when goals have been established; “How shall we celebrate when you achieve these goals?” Quality celebrations should make your sales people eager to take on and surpass the next challenge! SUMMary: cHanging yoUr SaleS reSUltS FroM good to great!!! One of the top business coaches in the world Dan Creed of Phoenix, Arizona reminded me recently that all great performance starts with Clarity. My Goal for this chapter was to provide CLARITY to SMB owners about how to dramatically improve their sales results by establishing a highly skilled and motivated sales team. A common theme throughout the 6 STEPS has been to leverage the knowledge and expertise of a sales expert. Do not underestimate this suggestion, as I believe it is a key to your success. I also recommend to all business owners to commit to learning more about effective selling by reading at least one book in the next 12 months. Three recommendations are: SPIN Selling by Neil Rackham; The Psychology of Selling by Brian Tracy; and Book Yourself Solid by Michael Port. Thank you for taking time to read this Chapter and I welcome anyone that has questions, comments, requires additional insight or would like additional reading recommendations to email me at cmitchell@focalpointcoaching.com. In addition I would love to hear from business owners about your success after using the 6 STEPS. GREAT SELLING!!! 200
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TM PUSHING TO THE FRONT Front Line
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Copyright © 2011 CelebrityPress LL
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TABLE OF CONTENTS ChApTEr 1 HOW TO
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ChApTEr 15 mEnTORS In my lIFE By Ch
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ChApTEr 32 THE SECRET TO luCK! By p
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PUSHING TO THE FRONT are, and there
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PUSHING TO THE FRONT Remember Murph
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PUSHING TO THE FRONT like them or a
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About briAn PUSHING TO THE FRONT Br
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PUSHING TO THE FRONT So what is the
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PUSHING TO THE FRONT Step 2: Body B
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PUSHING TO THE FRONT when you are c
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PUSHING TO THE FRONT About Alison (
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PUSHING TO THE FRONT to excellence
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eating Well PUSHING TO THE FRONT Ju
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PUSHING TO THE FRONT unlikely to ev
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PUSHING TO THE FRONT conclUSion To
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Y ou CHOICES ChApTEr 4 CHOICES By W
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CHOICES ues, take time to examine t
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CHOICES port his family. Later he b
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CHOICES About WilliAM William Lam o
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PUSHING TO THE FRONT jogging along
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PUSHING TO THE FRONT give you the m
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PUSHING TO THE FRONT expand a marke
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THE PASSION PRINCIPlE ChApTEr 6 THE
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THE PASSION PRINCIPlE after 5000 pl
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THE PASSION PRINCIPlE To read more
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PASSION ANd PURPOSE ChApTEr 7 PASSI
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PASSION ANd PURPOSE on the hamster
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PASSION ANd PURPOSE Oprah and Ellen
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PASSION ANd PURPOSE which has defin
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PASSION ANd PURPOSE own unique cont
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UNlEASH yOUR POWER NOW ChApTEr 8 un
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UNlEASH yOUR POWER NOW dying and I
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UNlEASH yOUR POWER NOW of cellular
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UNlEASH yOUR POWER NOW On a GLOBAL
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UNlEASH yOUR POWER NOW About Dr. su
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PUSHING TO THE FRONT The law finall
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PUSHING TO THE FRONT I do a lot of
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PUSHING TO THE FRONT 5. Work Your T
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PUSHING TO THE FRONT About MiChAel
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PUSHING TO THE FRONT daughter, as l
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PUSHING TO THE FRONT go FaSt By let
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PUSHING TO THE FRONT add tHoUgHtFUl
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PUSHING TO THE FRONT About MiChAel
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PUSHING TO THE FRONT rect result of
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PUSHING TO THE FRONT you know your
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PUSHING TO THE FRONT Step 10 - Be g
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yOUR lIFE lISTS ChApTEr 12 yOuR lIF
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yOUR lIFE lISTS schedule to work wh
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yOUR lIFE lISTS There are several q
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FROm BElIEvER TO ACHIEvER ChApTEr 1
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FROm BElIEvER TO ACHIEvER your own
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FROm BElIEvER TO ACHIEvER pens as a
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FROm BElIEvER TO ACHIEvER goal. Wel
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FROm BElIEvER TO ACHIEvER 1. “How
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About John FROm BElIEvER TO ACHIEvE
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PUSHING TO THE FRONT As someone who
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PUSHING TO THE FRONT wrote that he
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PUSHING TO THE FRONT WHat aMericanS
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About ying PUSHING TO THE FRONT Yin
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PUSHING TO THE FRONT triple lined p
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PUSHING TO THE FRONT Joe informed m
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PUSHING TO THE FRONT lot about who
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THE POWER OF CONSCIOUS CHOICE ChApT
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THE POWER OF CONSCIOUS CHOICE enorm
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THE POWER OF CONSCIOUS CHOICE resul
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THE POWER OF CONSCIOUS CHOICE About
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PUSHING TO THE FRONT adults must ma
Page 149 and 150: PUSHING TO THE FRONT As for Oswald
Page 151 and 152: PUSHING TO THE FRONT If you remembe
Page 153 and 154: About PAul PUSHING TO THE FRONT Dr.
Page 155 and 156: PUSHING TO THE FRONT to provide ver
Page 157 and 158: PUSHING TO THE FRONT The truth is 9
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Page 161 and 162: PUSHING TO THE FRONT be successful
Page 163 and 164: PUSHING TO THE FRONT openness to li
Page 165 and 166: PUSHING TO THE FRONT It dawned on U
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Page 169 and 170: PUSHING TO THE FRONT forget that ha
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Page 178 and 179: THE GOld STANdARd OF lIFE asking qu
Page 180 and 181: THE GOld STANdARd OF lIFE ourselves
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Page 189 and 190: PUSHING TO THE FRONT tion, big thin
Page 191 and 192: PUSHING TO THE FRONT 7. Be open to
Page 194 and 195: CHANGE yOUR SAlES RESUlTS FROm GOOd
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Page 205 and 206: PUSHING TO THE FRONT Well, I really
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Page 209 and 210: PUSHING TO THE FRONT blessing that
Page 211 and 212: PUSHING TO THE FRONT (discernment,
Page 213 and 214: PUSHING TO THE FRONT About eMMA JeA
Page 216 and 217: ClEARING A TRAIl FOR SAlES SUCCESS
Page 224 and 225: THE ONly GAmE IN TOWN ChApTEr 25 TH
Page 226 and 227: THE ONly GAmE IN TOWN “” on man
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Page 230 and 231: THE ONly GAmE IN TOWN Of course, it
Page 232 and 233: THE ONly GAmE IN TOWN These are jus
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Page 236 and 237: 7 TIPS ON GOAl ACHIEvEmENT ChApTEr
Page 238 and 239: 7 TIPS ON GOAl ACHIEvEmENT cial goa
Page 240 and 241: 7 TIPS ON GOAl ACHIEvEmENT goal - w
Page 242 and 243: 7 TIPS ON GOAl ACHIEvEmENT site: ww
Page 244 and 245: GOAlS ChApTEr 27 gOAlS: THE 11 vITA
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Page 248 and 249: GOAlS pleasure of the outcome outwe
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GOAlS About MelissA Melissa D. Whit
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PUSHING TO THE FRONT going on with
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PUSHING TO THE FRONT 5. knoW and te
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misstep or missed commitment. PUSHI
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PUSHING TO THE FRONT About DulCee D
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1. deterMine yoUr deSireS PUSHING T
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4. aSSociate WitH SUcceSS PUSHING T
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PUSHING TO THE FRONT we genuinely c
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About “Di” PUSHING TO THE FRONT
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PUSHING TO THE FRONT veneer of self
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PUSHING TO THE FRONT • A man with
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PUSHING TO THE FRONT sualization to
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PUSHING TO THE FRONT In the years o
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PUSHING TO THE FRONT been trained t
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PUSHING TO THE FRONT 4. Chronic ago
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PUSHING TO THE FRONT personally and
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PUSHING TO THE FRONT my work, I rea
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PUSHING TO THE FRONT for everybody,
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THE SECRET TO lUCK! ChApTEr 32 THE
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of a 28% increase each time. Now, i
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THE SECRET TO lUCK! Hey, I am new i
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THE SECRET TO lUCK! plained that th
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THE lEAdERSHIP mATRIx ChApTEr 33 TH
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THE lEAdERSHIP mATRIx right things
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THE lEAdERSHIP mATRIx No, this is a
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THE lEAdERSHIP mATRIx after time in
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THE lEAdERSHIP mATRIx Right Things
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PUSHING TO THE FRONT FEATURING Rena
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