Are you a critics ? Don't be - Try to read 'How to Win Friends and Influence People'

Right now I am reading the book of Dale Carnegie, ' How to Win Friends and Influence People'. It is very impressive how a book written in 1936 still can be so relevant to all of us.

One of the key messages in the book is not to criticizes, but to be genuinely interested in people and to look for the best in them.

We all know the situations when we are stressed, tired or maybe just moody, and we snap back at people. But quite a few people is also just very critical of many things like their work, their co-workers, the weather, etc.

It is never very productive to be a critics. It might get you what we want in the short run, but it can be really damaging in the long run. Instead you should be genuinely interested in people, and if they do not do what you expect or would like them to do, try to understand them, before you try to make them understand you.

These facts applies in sales as well. Don't ever criticize your customers and don't get annoyed with them. Show interest in your customer. Understand their problems and pains. Know what they are passionate about.

I can highly recommend the book.

SalesRoundup - Damn good podcast on sales

I have become a great fan of podcasts since I got my first iPod this summer.

I thought that I would be using my iPod for listening to music while running, but I very quickly found that podcasts are a great source of inspiration and knowledge. Especially I have found that I can use the time spend in queue each morning in the car to listen and learn.

It is great and very productive, because I get very inspired and go use the new input directly at work.

One of the very best podcasts that I am listening to is SalesRoundup at www.salesroundup.com.

It is two experienced sales guys, Mike and Joe, that is doing the show and the are both fun and very skilled in the field of selling. I keep learning a lot from them and I can apply it directly in my sales role every day, to 'help me earn more money' as they say.

By the way - I think the tag line it should be 'help me earn more business'. That would focus more on earning the right for the customers business by selling to them and helping them solve their pains.

So if you are a sales rep and don't have an iPod - go get one and listen to SalesRoundup! The ROI will be very good. I guarantee you.

By the way - you can help me win a prize pack by signing up for their show notification and say that I refered you :-)

Inspiring story of a natrual manager

I just heard this podcast by David Maister today. It is a great little story of a natrual manager from a gym.

This guy has a great vision, customer focus and high standard that lets him drive a great business, and David Maister draws some good conclusions from the story.

Listing to it here or find it on http://davidmaister.com

Don't hire stupid people - go for the best

In these days where it is hard to find people it is tempting to lower your standards and hire people that does not live up to your normal criterion's.

The question is should you do this? My advice is no!

Many people will find them self in a position where the company is growing, and you need more account managers and presales to follow up on the customer opportunities and help grow the business.

These days it is very hard to find the right people, because it is the employees marked. That means that when you try to find new employees you will not end up with a long list of good candidates that you can choose from. More likely you might be looking at a list of merely ok or even not_too_good candidates.

To follow the opportunities in the marked, you might consider lowering your standard and hire one of these candidates. But there is a big risk and down side to that.

These account managers might do more damage than not having any. If they do not live up your high standards, a downward spiral can start that could hurt your business.

• You customer might start to notice that they do not get the quality attention and dialog with you. You might end up with dents in your image or even complaints.
  
• Colleagues in sales will notice and might get annoyed, because the new employee does not live up to their standards.
  
• Colleagues in delivery and production/development might have to clean up after the sales person
• You will need to use more of your own time with this employee to discuss, guide and coach, which you could and should have used better with some of the high performing account managers.
  

So my advice it don't lower your standards. You know how to sell so use your skills to sell yourself and your company to the best candidates.

You can also learn how to be better at sales

Welcome all to my new blog.

My intention is to write some of my thoughts around sales management and selling in this blog. I hope this can bring inspiration and knowledge to other people working with sales and I can properly also learn a lot my self writing this.

I will be giving feedback on book I read, podcasts that I hear, knowledge I get from customers and other things that come to my, and I think others could learn from or just have fun reading.