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...

Below is a great story about missing a great opportunity by NOT having the right information...How does the saying g o...“Luck is where preparation meets opportunity." A priest was driving along and saw a nun on the side of the road. He stopped and offered her a lift which she accepted. She got in and crossed her legs, forcing the dress to open and reveal a leg. The Priest looks and nearly has an accident, and after changing gear lets his hand slide up her leg. She immediately says "Father remember Luke 14:10". The priest apologizes profusely and removes his hand but is unable to remove his eyes from her legs. Further on when he changes gear and has ogled at her leg for the Zillionth time he lets the hand slide up the leg again. The Nun once again says "Father remember Luke 14:10". Once again the priest apologizes. "Sorry sister but you know the flesh is weak." Arriving at the convent, the nun gets out and the priest goes on his way. Once he arriv...

1. I asked God for a bike, but I know God doesn't work that way... So I stole a bike and asked for forgiveness. 2. Do not argue with an idiot. He will drag you down to his level and beat you with experience. 3. I want to die peacefully in my sleep, like my grandfather... Not screaming and yelling like the passengers in his car. 5. The last thing I want to do is hurt someone. But it's still on the list. 6. Women might be able to fake orgasms. But men can fake a whole relationship. 7. We live in a society where pizza gets to your house before the police. 8. Light travels faster than sound. This is why some people appear bright until you hear them speak. 9. We never really grow up, we only learn how to act in public. 10. If I agreed with you we'd both be wrong. 11. Men have two emotions: Hungry and Horny. If you see him without an erection, make him a sandwich. 12. War does not determine who is right - only who is left. 13. Be happy a thorn bush has roses...

Once, I was asked to help an existing company recruit some sales help by their VP of Sales and Marketing. They needed someone who could grow a new software product they were developing, and who had both a technical expertise and business savvy about them. We had narrowed down the field to two people. One guy was in his forties, and had a 15-year track record of substantial sales and marketing experience and success. He actually was an electrical engineer, who during his career had migrated into sales and marketing. He understood the product perfectly, and both the VP and I felt that he would be an excellent fit. He was driven, self-assured, personable, and hungry. The other candidate had just graduated from a pretty prestigious MBA B-School program, but did not have any direct selling experience. He did know all the latest buzzwords and jargon, and was very knowledgeable on all the latest strategies in selling. I felt that while this guy was personable and knowledgeable, h...