Last year I was a record setting sales rep at my company selling high tech
solutions. Today I received my annual quota for the new year and was shocked
to see that my account list shrunk by 10% and my quota is the highest in the
company. I am very frustrated with this. I attempted to negotiate a
reduced quota with my manager but he dismissed my request, saying that he has
full confididence that I will figure it out. My quota is gigantic but my
spirit is weak. Any suggestions?
Down in the South -
Dear Down in the South,
I am sure that you are familiar with the biblical story about the tiny frail
warrior David slaying the Giant, Goliath. If Goliath had been a man of
average height - who would've noticed? Who would've cared.? Remember the
bigger the challenge the greater the rewards when you overcome them. Last
year when you received your annual quota... (more)
So, how's this for ultimate trust?
I imagine a few cynics out there see a little dog with a death wish.
Others may see proof that curiosity really will kill the cat, er pup.I see
the power of trust in action.
The power to defy even the most basic of instincts - self preservation. The
power to change the game.
When we trust in ourselves, we go bravely into new situations.
Self trust is the fuel that powers us to explore new worlds, test new
theories, expand our horizons. When we trust ourselves, we have the courage
to move beyond the known and safe. We move beyond our past and r... (more)
One of my first CEO clients - a leader in the early days of the Search
industry - gave me a great piece of advice about the competition. I still
"If you pay too much attention to the competition - you'll always end up
At the time I actually think I thought he was nuts. After all, as a young
idealistic marketing consultant, competitive analysis was one of those B
school standards near and dear to my heart.
Now, some twenty something years later, I see how brilliant he was.
Companies have to think for themselves, not like their competitors.
I'm not say... (more)
New-Media on Ulitzer
This year we have seen almost every company, every blogger and his duck,
feverishly posting their "annual predictions" before the December 31
deadline, as if there is such a deadline, and as if anyone cares about what
they think in most cases.
This is followed by a dozen or so 'paid' predictions news
releases every day by companies who are pushing their "wish lists from
2010" as "predictions" and hoping that they come true.
If you do a quick Google search on "2010 predictions" you will land on a
predictions potpourri of more than 5,000 stories (the last time... (more)
I have a tenured sales person who has a history of overachieving his sales
quota for the past three years. In fact, he has been one of the top
performers in the company and is excellent at closing business in
competitive accounts. However, his service after the sale and his follow
through is the worst on my team. Clients have complained frequently about
feeling as if, he only cares about them when he is selling them something and
then he disappears, doesn't return phone calls, etc. I have attempted to
coach him on this deficit but quite frankly, he doesn't take critici... (more)
Picture this. A big company has one last chance to rise from a serious
downturn. But the company has lots going for it.
An unbelievably loyal customer and market following, A game changing
innovation, A significant demand for exactly that innovation, A bit of money
to back it.
I watched customer after customer 'light up' as we told our story. We
relaunched the company around that game changing solution to widely acclaimed
success. In all my years I've never seen customers react so passionately. It
was the proverbial Slam Dunk. Within a month of the relaunch, there was $60+M
of q... (more)