Every year that I have been in the business, I find that both those with and without the experience justifying their relaxed way about them. They make the excuse that all the business is elsewhere. How untrue is that statement. The best month I ever had was a December followed by a runover into January. That was my first year in the business, and probably because I didn't know that's the way everyone thought. Every year since then, I have tried to reinforce the idea that these next two…

To continue with my training discussion, we make all of our staff go through proper and intensive training, sometimes "boring training", get them wound up and fired up with this new found knowledge, with this great plan. Then comes the hard part.....We forget to provide the tools necessary to do the job for one reason or another. Whether it's budget, shipping or timing, sometimes we drop the ball. If "WE" are going to put forth a plan, then make our team go through the training, formula and…

Are you tired of having your staff complain about "The Training"? Remind them that they aren't perfect and neither are you. If we all were "perfect" at our jobs, then none of these training companies would be in business. We do our training, and maybe if they saw us doing it they wouldn't complain about the "boring training". Make the training fun. Turn it into a competition. Have prizes or rewards of some sort. Then show them what it's like to make a good commission or cut time on the…

The hardest thing to do is getting your TEAM geared up for the end of the month when they are having a bad month. You have to teach them "Short Memory" on the bad things. Learn from them then forget them. What's past is past. You may be the best manager but even you, with all your wisdom and experience, can't change what happened, and you must train your salespeople to do the same thing. Finishing strong is what we always plan to do, but sometimes you have o reset the frame of mind. Sit them…