Why Do I Need Sales Training?

"The key is not the 'will to win' - everybody has that. It is the will to prepare to win that is important." Bob Knight - Former NCAA Basketball Coach

Our company works with a lot of experienced salespeople who sometimes don’t see the need for additional training. We understand the thinking – why should I do a sales training program if I am already a successful salesperson?

Here’s why – because the game is always changing. There are always new rules, new techniques and new resources. And if you are not willing to spend time every year refining your skills, I guarantee you, your competition is!

Sales is a game where each month you start over with a zero as a score. Therefore, you always need new motivation to generate a new game plan to keep you in the winner’s circle. Just like an athlete who must consistently train in order to compete, business people have to train to stay sharp to effectively play the game of sales.

How you perform in sales is very much related to how the situation occurs to you. Through sales training you have the ability to develop different views or perspectives on how the sales world occurs to you. Those perspectives generate different action plans and when you implement disciplined action plans you will have different results.

Possibilities Unlimited is offering a cutting-edge new sales course called Sales2Win. Beginning October 7th, Sales2Win is an eight-session program open to anyone interested in creating better results. The course is conducted via conference call and webinar, so you don’t have to take time away from your office to attend.

Sales2Win is designed to give you a new view of your sales world. From that view you will see many more possibilities for sales. And when winning business people take advantage of possibilities, they create incredible results.

Interested? Contact us today to learn more about Sales2Win and to register for the course.

Are you ready to win?

The High Performance Team

“The way a team plays as a whole determines its success. You may have the greatest bunch of individual stars in the world, but if they don’t play together, the club won’t be worth a dime.”
-Babe Ruth

When it comes to building a high performance team for your business, it helps to think in sports terms. Sports teams are the perfect model for productive businesses – they have rules, goals, the proper equipment, players and coaches.

Anything that is present in a sports game can and should be present in your business. When someone goes out of bounds, the play is over. When someone violates a rule, there is a penalty. When the players are well-coached, well-trained and working together, they will move the ball down the field and score points. The longer and better they work together, the more often they will win.

So how do you use this analogy to build your winning team? Take a look at your business just like it were a team for your favorite sport. Let’s say it’s baseball. Do you have enough players on the field? If not, you need to hire more. Are they the right players? Are they trained to play baseball or tennis? If you’re playing baseball, you need baseball players. Are they getting the coaching they need? Do they have the right equipment? Baseball players don’t need tennis racquets, they need bats. Employees need the right resources to help them produce results. Don’t spend money on a new copier if you really need a new website.

Assessing your company like it is a sports team helps you identify what’s missing, what’s keeping your business from winning. Do you have the right people in the right jobs? Do you have a deep enough bench? Are you coaching them to win or just to get by? Are you giving everyone some playing time? Employees who feel their jobs don’t contribute to the win will not give you their best effort on the field. You need the right players, in the right positions, with the right coach.

Start thinking today about what might be missing in your team playbook. Could your team use some extra coaching? Give us a call and we’ll show you how to turn your players into champions in the world of business.

Are you ready to win?

The Business Scoreboard-Calendar

"Our chance of succeeding is much greater when we organize and take control of our lives."
- Merlin Olson, NFL Tackle & Sports Broadcaster

To win the game of business you have to do many things well. You have to keep all the functions of business working and moving forward at the same time. Drop one out and you will not be as successful. You may, in fact, lose the game. Many businesses fail in the first year because management has not learned how to keep all the functions moving forward.

The value of having a business coach is having someone who makes sure you don’t drop something out. You don’t miss an opportunity. You are covering all the bases. Your coach can teach you how to manage your game plan for success.

People will say they don’t have enough time. They can’t find good people. The economy is bad and sales are down. The truth is they are not managing their weekly Scoreboard/Calendar to make sure that they are including everything they need to win the game.

Your calendar is the scoreboard of your success. I see that many people make lists of things to do and never get them done. I found myself at one time working with several different lists every day. For some unknown reason I never seemed to be able to get everything done by the end of the day.

Finally one day I stopped and took the time to estimate how much time each task on the list was going to take. I totaled the hours only to find that I was trying to put 30 hours of work into a 2 hour timeframe. Not going to happen! I realized that I needed to change the way I operated. I took my task list and put it into my Scoreboard/Calendar. I started scheduling specific times to work on all my tasks. I gave up using a task list. From that point forward I knew where I was going to score points in the game of Business/Life because it showed as scheduled occasions in my Scoreboard/Calendar.

After I experienced the results this lesson taught me, I began coaching my clients to do the same. Did they have time scheduled in their calendars for business development? Did they have time scheduled for sales? Did they have time scheduled to manage production? Did they have time to manage the accounting and collection process?

Using your calendar to keep score not only provides you with a picture of the results, but it gives you a plan for the future. If you do not complete a task one day, you reschedule it into the future. You are always looking at what the future holds as a possibility. You never forget what needs to be done because you collect everything daily and put it into your Scoreboard/Calendar. By following these practices you have a system that keeps you out of the pit of disorganization. This is the foundation for producing more results and having a higher quality of life. You cannot increase your results until you have organized and planned what you have to do and created a system to manage your actions. All of that can be accomplished with daily use of a Scoreboard/Calendar and collecting and scheduling of every daily task.

When you look at your calendar as the scoreboard of your business you can easily see if you are going to be winning at the end of the day/week/year. You can adjust your game plan to respond to the challenges of your circumstances. Your coach can provide perspective for how to work the game plan. And when the buzzer sounds, you will have won the game of business.

Are you ready to win?

Winning in Business With the Business/Life Playbook

“The difference between the possible and the impossible lies in the man’s determination.”
Tommy Lasorda, Major League Manager

Welcome to the Consulting2Win Playbook where you can find strategies to win the game of Business/Life. At Possibilities Unlimited, our goal is to create the game plan for your extraordinary life.

Business is a game like any other. People go into business to have more time and more money. They dive into a business with the idea that it will result a fulfilling life outside that business. Instead, they usually wind up working more hours for less pay, diminishing the quality of both their professional and personal lives. This happens when business owners and managers are left to make all the decisions themselves with only a limited perspective on the whole playing field. You can’t hold the ball, run with it, and manage all the other players all at the same time.

What most business people lack is a coach, someone on the sidelines who can objectively assess the team and draw up plays that will point the way to victory. Possibilities Unlimited provides that coaching. We are the eyes on the sidelines, the objective third party point of view. Because we are not in the day-to-day circumstances of the business, we can lay out strategies without being attached to the emotions of the situation. This no-nonsense direction helps clients make better decisions and moves them closer to the goal line.

At Possibilities Unlimited, you are the player, we are the coaches and the business is the team on the field. You get credit for executing the plays. We are there to help you find the open man, make the clutch shot, and emerge victorious.

Each week, we will look at key situations in business and give you a strategy for improving your results in those circumstances. We’ll look at all kinds of business challenges and relate them to today’s ever-changing marketplace. We encourage you to print out the ideas and tactics, and be diligent about putting them into play. Before you know it, you’ll have a comprehensive playbook of specific actions to manage your business over time.

The playbook is a resource drawn from our years of coaching people to win at the game of business/life. If you prefer a more individualized approach, please contact us. We can customize a program that specifically meets the needs of your business, and position you take home the gold.

Are you ready to win?