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 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,... (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)
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... (more)
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?
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)
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)