“The Specialist” Sales and Management Training Blog

Hello everybody,

It’s yours truly with a new format for our nightly Post. On “The Specialist” Radio Hour we have a special segment called “The Specialist” Spotlight. So no one misses this popular part of the show we will now make the Post each night the written transcript of that segment.

Today’s Spotlight was on how record keeping empowers you not only in sales but in management as well. First off record keeping is so important in sales that once you get used to keeping good records about your sales the information you will glean from these records will not only save you money but will drastically increase sales.

At one point in my career I recorded every vital piece of information about every sale over a 12 year period. When I finally studied this information it told me what to expect from every kind of prospect, like who were most likely to cancel, who would have the worst chance of being a credit reject and so forth. Armed with this information when I would interview a prospect, as soon as they told me their occupation or mentioned other data that I had compiled it immediately told me what steps to take to counter the data good or bad. It was invaluable!

In management when you use record keeping with your sales force they will be able to see the TRUTH opposed to the fantasy world they would like to live in. Salespersons tend to live and only remember the one great week they had and convince themselves those are their normal results. I understand their view because I was guilty of this pretend analysis myself until I got empowered by real record keeping! It is very difficult to face the real truth. The bottom line is you will NEVER know where you are going unless you KNOW where you have been!

Don’t forget to sign up for the FREE newsletter, you get 20% off on everything on the site!

“The Specialist”

Hi everybody,

It’s me again. I am going to try and get back to writing a Post every night again now that I have settled in to my radio show.

Just to update you “The Specialist” Radio Hour is now 5 days a week so it has been quite hectic. Thanks for bearing with me.

Tonight I want to talk about filling the shoes of a perceived perfect employee. Notice I said perceived. The real problem is with your perception. As a person trying to fill those shoes I will tell you right up front there is no such thing. Now there are great employees, but what you have to remember is that someone had to train them for that position.

The good news for you being the new person is that the same person that trained them more than likely is going to train you. The great news for you is that in addition you will have the added benefit of the person you are replacing training you as well. What you have to keep in prospective is that the owner is hoping that YOU will not only be up for the challenge but surpass expectations.

No employer is going to resign themselves to the fact that they are automatically going to get a downgrade at the position. What I am trying to say is that the outcome is completely up to you. Don’t try to be them. There are qualities that you have that perhaps the other person did not and you may show value in a completely different way.

Learn and be the Best YOU can Be! Don’t worry about filling someone else’s shoes. Remember their leaving. Instead mold a pair of your own and who knows a few years down the road someone else may be worrying about “filling the shoes of “The Perfect Employee” YOURS!

Don’t forget to sign up for the FREE newsletter and get a 20% discount on everything on the web site.

“The Specialist”