The Profit Prophet

If your goal is to become a great company or even improve your existing one, every employee in you company should be able to “sell” the product or service that you are merchandising. Since that is usually not the case, you are forced to hire sales people to help implement the objectives laid out by upper management. A national study indicated that less than 3% of the population has an inherent penchant for sales, and as much as 50% of all salespeople really do not know how to sell. During my 20 odd years in sales, I have hired, worked with, and observed great sales people (yes, both men and women). Being the observant type and believing in best practices, I have complied a listing of questions you should ask any salesperson before you hire them, and should use this Litmus Test to review of your existing sales force to determine whether to keep them or cut them loose.  I hope you find it useful. Psyching Out the Test : People always try to answer questions the way they thin...

Hypergrowth is when a company has 5 or more years of 40% plus growth year after year. This is a very rare, and usually unsustainable situation, but believe it or not, any company can achieve this if they just plan and organize for it. Yes, not all companies will experience hypergrowth, but it is not because they cannot, it is because they did not PREPARE for it. I could not imagine any championship team or athlete NOT preparing to be a champion; of not working everyday to win the cup, or series, or world title? Amazingly, most companies that do not experience hypergrowth never see themselves has champions. So, how do you prepare you and your company for hypergrowth? I have listed 10 Commandments which at a minimum will set you on the path to hypergrowth, and yes, it goes for high tech and traditional companies as well. I. Set a Big, No Humongous, Goal As Marianne Williamson is quoted as saying, “Playing small doesn't serve the world in any way.” Companies need a ...