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Sales Wolf Blog

Why Your CEO’s Mindset Kills Sales

Posted by Chris Young

Nov 6, 2018 8:00:00 AM

“Nothing happens in business until something gets sold.” - Thomas J. Watson, IBM Chairman and CEO, Called “The World’s Greatest Salesman”

All of our business successes hinge on selling. Sell and succeed. Don’t sell and die. It is an absurdly simple formula.

 

So why do so many businesses screw it up?

The death of a business ultimately starts at the head – the CEO. What the CEO allows, so shall the sales team.

All problems start at (and in) the head.

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Topics: Sales Wolf Mindset

When Salespeople Lose Their Mojo

Posted by Chris Young

Oct 24, 2018 7:48:00 AM

Have you ever seen a star pitcher or quarterback just lose their IT factor in the middle of the season? Their mojo is gone. They can’t score a touchdown or strike out a guy for anything. But just a week or two (or a season or two) prior, they were at the top of their game.

Sure, there is the inevitable physical decline in athletes, but that’s usually pretty recognizable. This is different. I would even say it is an aura they project.

They lost their mojo.

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Topics: Sales Wolf Mindset

What Scott Adams can show you about sales productivity.

Posted by Chris Young

Oct 23, 2018 12:05:56 PM

You’ve heard of Scott Adams. You’ve inevitably seen his work posted around your office. No, we’re not talking about those insipid motivational posters that show a soaring bald eagle and pithy, generic phrase like, “Only those who strive will fly.”

Adams created the comic “Dilbert”, which has been circulated in 2,000 newspapers in 65 countries in 25 different languages. It’s a hilarious skewering of the absurdities of office culture that has joined the ranks of movies like Office Space and television shows like The Office

But what most people don’t know is that Adams’ productivity goes far beyond cranking out thousands of comics. Over the course of his career, he’s opened two restaurants, written hundreds of blog posts, hosted a podcast, and become a highly sought-after speaker.

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Topics: Sales Wolf Mindset

Why Mindset is Essential in Sales and Sales Leadership

Posted by Chris Young

Oct 11, 2018 8:05:00 AM

The pattern of your thoughts shapes your future reality -- individually and collectively.

Mindset is one of those topics that is very “buzzworthy” among sales leaders. It has become such a trendy term that in a way, you could say its value has been somewhat cheapened.

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Topics: Sales Wolf Mindset

The Critical Habit That Separates the Best From the Average

Posted by Chris Young

Oct 4, 2018 11:29:16 AM

How many times have you experienced this scenario?

You walk into your office, eager to get the day started and excited about an important project. You sit down at your desk, fire up your laptop, and are suddenly confronted by a spewing Vesuvius of, for lack of a better word, “stuff”. 

Overnight, your inbox blew up. You check your phone and see that you have 43 unread text messages and nine unheard voicemails. A few of the most eager members of your sales team arrived early and have already started pinging you on Slack. And you have an enormous digital stack of unread industry-related articles to plow through.

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Topics: Sales Wolf Mindset

Five powerful mindsets that drive sales

Posted by Chris Young

May 14, 2018 6:16:01 PM

What gets in our way.

It is no wonder we struggle. We get in our own way.

Our mindsets, our mental models, our past experiences, our habits, our perspective, our biases and our own arrogance get in our own way. Each contribute to slowing us down from getting what we really want.

Human beings are comfort-seeking creatures. 

Once a way of doing something is identified that brings the desired results we often shut our minds off from other possibilities - to other ways. In our personal lives and especially in business, moats are often built to protect the way something is done.

Management systemizes ways of doing something into processes and punishes those who dare to think outside-the-box.

Meanwhile, a competitor who neither cares about comfort, nor relationships, nor history nor moats identifies a better way that is more efficient, less costly and creates more value.

History if full of competitors who burned their own boats.

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Topics: Sales Wolf Mindset

Do Your Salespeople Sense Care?

Posted by Chris Young

Jan 25, 2018 3:00:00 PM

You are a working sales manager. Your salespeople see you in the trenches right by their side. You hustle and grind with them. You are flexible and perhaps even benevolent.

You have their backs perhaps even to the point where you let it slide when they don't use that expensive CRM software very much (or at all) or make the calls they should be making to deliver the quarter.

You remember that one time they slayed it and they remember how much you care.

But that is not what I mean by "sense care".

What I mean is, do your salespeople sense that you actually have meaningful standards that are non-negotiable? 

Or are you so nice that everything is negotiable?

Great sales teams are built one salesperson at a time using psychometric assessment test.

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Topics: Sales Wolf Mindset

The Ultimate Sales Performance Turbocharger

Posted by Chris Young

Dec 14, 2017 7:30:00 AM

Resilience - the ultimate sales performance turbocharger.

Salespeople with resilience achieve greater and more consistent periods of sales performance than those without.

Resilience defined.

American Psychological Association defines resilience as: The process of adapting well in the face of adversity, trauma, tragedy, threats or significant sources of stress -- such as family and relationship problems, serious health problems or workplace and financial stressors. It means "bouncing back" from difficult experiences. 

 

 

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Topics: Sales Wolf Mindset

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