Each Client Matters, Each Person Matters, Each Deed Matters

Team Building

Subscribe to Team Building: eMailAlertsEmail Alerts newslettersWeekly Newsletters
Get Team Building: homepageHomepage mobileMobile rssRSS facebookFacebook twitterTwitter linkedinLinkedIn


Top Stories

Lee Novak, one of the top sales executives in the country, launched his Ulitzer blog to share his experience, insights, and sales coaching tips. Lee Novak, a Sales Management Executive for 25 years, uses a proven people-first, client-first philosophy. Lee has a reputation for building teams that not only are high-performance groups but also that do business the right way, at the right time and for the right reasons. Novak publishes his Ulitzer blog posts on his two topic sites: Lee Novak on Ulitzer (http://leenovak.ulitzer.com) Team Building (http://teambuilding.ulitzer.com) Sales Coaching (http://salescoaching.ulitzer.com) He received numerous awards for his sales leadership, innovativeness and measured performance while working in various executive roles at ADP Dealer Services (a Fortune 500 company in the technology and service sector) for 21 years - where he was... (more)

The Most Important Marketing Question

I was listening to a product launch webinar early this morning. The speakers were droning on and on about technology and architecture and innovation.  Not a customer benefit in sight - other than the usual generic claims of 'market leading' performance,' unmatched' reliability, 'next generation' features and all the other 'me toos'.  To be fair, the vendor was presenting the product facts quite well.  But they were leaving it to their listeners to sift through the technology claims to apply its capabilities to their own situation. This is a high risk approach. Especially if your competitors are sharing powerful stories that hits those listeners right between their eyes. The simple fact is that marketing is not about you. It's about your customers and how your company or solution can help them be successful in their business. You're probably thinking "But I have cust... (more)

Stop Blaming Sales!

I had to remind a client of that fact as we were discussing their last product launch - a launch that was less successful than they'd hoped. The executive was complaining to me that the revenues just hadn't ramped as expected. The field was discounting, selling point products versus the complete solution, so margins were disappointing as well. The company had to finally assign quotas against the newly launched product to get the field to pay attention to this revolutionary whatchamadoodle. The field hadn't even found early reference customers - the company had only targeted the ones nominated by engineering. Does anyone else smell a rat? I surely did. I hear this story too often. All about how sales is the reason that product launches and marketing efforts fail - why our marvels of innovation never achieve the recognition (or revenue) they deserve. What a bunch of bal... (more)

The Ten Attributes of the Magnetic Sales Professional

Google “what it takes to be a successful salesperson” and one will get 121,000 different perspectives on what it takes to be one. However, in today’s competitive landscape what companies are truly looking for is, the rare individuals who can overachieve the sales and revenue goals, retain and increase the share of wallet of the existing client base and have the ability to drive new business in the unsold prospect arena. Sales Organizations want Magnetic Sales Professionals not simply, successful sales associates. They want individuals who will create a positive legacy and at the same time provide sales results without comprising profits. The attributes of this rare sales specimen are wider, deeper and broader than the average or sales all star which include: I. Leadership - Magnetic Sales Professionals view themselves as business franchisees, their territories as a ... (more)

Hire Execs Who Love Your Product

That’s the title of Dave Winer’s most recent post. To which I say: Amen. Bunches of people who work for a company are going to be doing it primarily for the money. That’s how our economy works. But if you’re at the top and you’re doing it just for the bucks, you’re depressed and you don’t know it. And you’re going to communicate that attitude down. Oh, there are undoubtedly exceptions. But they’re the exceptions. And I know that there are CEOs who are turned on not by products but by processes. I’ve worked for some, and they did a fine job. At least they’re excited about something. But, it’d be better for the company if they got giddy about what their company does. Then maybe the rest of the company would think their product is worth building, worth extending, worth supporting. And CEOs are in a privileged position for making connections difficult for those who don’... (more)

Building Next-Generation Tech Leaders

I spoke to Mike Lim, VP for Engineering at Exist, who by the way is currently enrolled at the prestigious Kellogg-HKUST Executive MBA program, about this and here's my non-verbatim summary of our short exchange: Give people the opportunity to lead, even with small projects. Assign him/her a role, instead of giving tasks. This will give the person room to be creative and innovative. This'll give him/her a chance to demonstrate what he/she can be capable of. It's not having the title of a "manager". One can be a mentor to another, give inputs and share his/her experience to a peer, and not have the role of a manager. That's why "we get people to work as a team, so that we can see the dynamics." Implement "shadowing". New hires and folks fresh out from college need to be ramped up to the way we do things, technologies and tooling that we use -- and shadowing gives the... (more)

My Quota is Gigantic!

Dear Lee, 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)

Twenty Five Motivational Quotes and Thoughts for Today's Sales Leaders

The following represents twenty five of my favorite motivational, thought provoking and inspirational quotes which I have accumulated through the the years. I hope that you will find them useful, enjoyable and entertaining as you prepare to slay the competitive dragons! OVERCOMING OBSTACLES AND SETBACKS 1) Fall Down Seven Times Get up Eight. 2) If you are going through hell (lost a deal, behind plan, etc.) keep going. 3) Believe that you are going to turn this setback into a comeback! It is inevitable that some defeat will enter even the most victorious life. The human spirit is never finished when it is defeated... It is finished when it surrenders. PATIENCE 4) Walt Disney was turned down 302 times before he got financing for Disneyland. 5) A handful of Patience is worth more than a bushel of brains. 6) Patience is the ability to idle your motor when you feel like stripping... (more)

Top Ten Benefits of CRM

Dear Lee, I have worked in sales for the past fourteen years and have seen fads come and go. The latest is CRM that, my company has forced upon me. Isn’t CRM just another way for my company to act like BIG BROTHER to watch and monitor my every move? Stan, Tx Dear Stan, Would you board a commercial airline if you knew, 1) the plane was lacking a navigational system, 2) you would be flying to the busiest airport in the world without the aid of an air traffic controller or radar, and 3) the pilots would not have any radio contact to direct their take off or landing approach? Most likely not. CRM is not a fad nor is it a way for your company to act as BIG BROTHER! CRM is a navigational tool that, when used properly it will increase your profitability, productivity and enhance your customers buying experience. I believe that what you are really asking is, what is in it... (more)

Put Your Competition in the RearView Mirror

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 follow it. "If you pay too much attention to the competition - you'll always end up following them." 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 saying that you have to ignore your competition. That'd be kinda silly, now wouldn't it. What I am saying is that companies have to stop focusing on what their competition is doing as the baseline for defining their future direction. Following the competition's lead won't help you be a leader. ... (more)

Are You An IT Superhero?

At times, do you think you're a Superman or Wonder Woman? Pitted in a daily struggle between the IT department and the business units? We all know that IT managers juggle a number of hats and scramble to put out dozens of fires, and truly can be a superhero to their organizations. But did you ever think about what kind of superhero you are? Where do you rank in the Legion of Superhero's taxonomy? Are you an IT Wolverine, Green Lantern or Flash? Take the IT X-Men (or Women) quiz to see if you have the right stuff to be an IT Superhero. 1. Do you do it all? A one-man or one-woman shop? Able to leap tall stacks of blades in a single bound? Delivering uninterrupted download services at the speed of a 50-Mbps bullet? You're a man or woman of titanium. The only thing that can sap your strength is not kryptonite, it's klez. If this is you, then you're an IT Superman or Wonde... (more)