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)
Dear Lee,
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)
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 ... (more)
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 ... (more)
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 o... (more)
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