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)
I’ve been consulting successfully for over 20 years now. That makes me an
old-timer in many folks’ perceptions. Friends and associates often come to
me for advice on how to start their own consulting business – mostly around
how to position themselves as an expert in the market.
Here’s the advice I give:
Focus. The first inclination for any new consultant is to try to ‘do it
all’. After all, you’ve dabbled in a number of different aspects of your
field, right? Wrong. In my experience, the best way to be successful is to
focus first on a narrow set of skills and areas where you ca... (more)
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)
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)
Gavin Bulloch Brigadier Gavin Bulloch (British Army, Ret.) served as an
infantry officer for 36 years and was involved in counterinsurgency
operations in several theaters during his service. He is a graduate of the
Army Staff College and the National Defence College. Brigadier Bulloch
commanded a battalion on duties in Northern Ireland, served at NATO
Headquarters on the Strategic Plans Staff, and finally served in Greece as a
Defence attaché before retirement. He recently updated and revised the
British Army's doctrine for counterinsurgency.
Brigadier Bulloch works as a consu... (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)