3. The biggest problems CEOâs face today is the quality and performance of people selling their products. Most CEOâs spend less than 1% of their time in an area, which brings in 100% of their income.
5. We confuse activity with accomplishment. Weâre busy building factories, dealing with sub-trades, cash flow projections, mistakes in the field, looking for new products, meetings, working on investments and spend zero time in sales because itâs normally an area most CEOâs & CPAâs know little about.
7. Foster Cathcart former V. P. of DuPont Corporation: On a plant tour I took the plant manager aside and asked, âWhat do you think of the corner of the plant?â The manager responded, âit looks o.k.â, Foster replied âclean it up before it looks o.k. to me too.â
8. In order to identify problems, we need to be aware of them. We need an outside set of eyes to evaluate our companies because we build scotomas, blind spots. We become unaware and loose our objectivity. It makes my blood boil to see the mediocrity that permeates in sales offices.
9. You need to see the vision of what can be accomplished. Master the Art of Leadership, which must be caught, not taught.
10. The following 5 steps if adhered to properly will increase effectiveness and profits beyond your wildest expectations. 5
11. 1 Be smart enough to know that you donât know everything. Pride is self-destruction, only a humble person can be teachable. CEOâs who are wrapped up in themselves make very small packages.
12. 1 The greatest battle of life is fought within oneâs own mind and heart. To be a master of yourself is the best guarantee that you will be master of the situation. The crown of character is self-control.
13. 2 Be a leader. A leader has a passion for equality. We think of great generals like David and Alexander who shared their beans and water with their men, called them by name, marched along with them in the heat, slept out on the ground with them, and were first over the wall.
14. 2 True leaders are inspiring because they are inspired, caught up in a higher purpose, devoid of personal ambition, idealistic, and incorruptible. No one ever managed anyone in battle, they lead them.
15. 3 Set a proper goal for your company. The conversations Iâve had with CEOâs goes like this: âHow many units are you planning to sell over the next 12 months?â Answer: âAbout X.â
16. 3 The killer question is this. âIf sales were not a problem, how many units could you manufacture over the next 12 months?â In all cases, CEOâs quadrupled their goal. X4
17. 3 If that is your new goal, what would you have to do differently than what you are doing now to achieve it?â Answer: âIâd have to hire more salespeople, train them, increase advertising and marketing dollars, and expand my operation.â
18. 3 Take the limitations off and be creative. Once you have the vision, then you can create a plan and show others. It has to start from the top, it has to start with you. The leader being the one who sets the highest example.
19. 4 Be careful of experts. Do not hire anyone as a sales manager or trainer who is not willing to take a client walking in the door and make a sale, or will not pick up a telephone in front of your team and cold call.
20. 4 Your company motto should be âDonât tell me what to do, if youâre not going to show me.â We need more player coaches in all industries.
21. 5 Get rid of non-producers or retrain them. A salespersonâs best performance is when they are making excuses why they did not sell. The meta-message is, itâs not my fault, ads didnât work, not enough traffic, too sunny, too cold, too hot, too rainy, too dry, too wet, not the season, wrong floor plan, etc.
22. Professor Lou Principe Consulted for Fortune 100 Companies, Government Agencies, Universities and they are using his programs.
23. Professor Lou Principe Sales âI will increase your sales beyond your wildest expectations. I get paid on results, not promises!â
24. Professor Lou Principe 251-367-7953 Lou@LouPrincipe.com www.LouPrincipe.com