The following Articles were either written by LPG staff, or reposted by LPG staff with credit given to the original author. Some are Editorials in which we share our opinions on the industry. Others were written from our knowledge of working in the field for years. Finally we have research from LPG and or third parties.
Jun 11, 2021
One of the functions that I perform in my consulting business is to travel in the field with media reps to coach and train them. I see the issues first-hand that the reps encounter day in and day out. I would like to share five practices that I have ...
Jun 10, 2021
The challenge of coaching sales reps in the field has never been more important than it is today, due to increased media consolidation that has increased responsibilities of sales management. The real art lies in the difference between just riding with ...
Jun 9, 2021
How would you rate yourself as a manager? Have you ever received a handful of surveys that were not what you expected? An IBM general sales manager who thought that she could do no wrong received some surprising news. After reading the surveys like the ...
Jun 8, 2021
When searching for a new sales rep in the pool of recruits, is there a list of magic-bullet interview questions to use when searching for the fire-breathing, wont-take-no-for-an-answer over-achiever? David Ogilvy, the advertising guru and founder of ...
Jun 7, 2021
John Wannamaker, of retail fame, is credited with that jewel of a statement I know that 50 percent of my advertising is wasted, I just dont know which 50 percent. Being a business owner myself, quite frankly, that statement scares the heck out of me ...
Jun 4, 2021
In our crazy deadline-oriented world, we often forget to have some fun. I like to remind the sales managers that I work with that focus follows fun. Creating a fun work environment can be accomplished in various ways. One of the best that I have found ...
Jun 3, 2021
I started my consulting business, Luce Performance Group, in the summer of 1999. My venture began with a vision of coaching media reps to become the best that they could be in their field. As with any career change, I was taking a risk in starting over. ...
Jun 2, 2021
One of the great, compelling aspects of my job is sharing sales success and style with my sales managers. I was a bit shocked when a sales manager asked me to send the best written proposal I have seen lately. I realized that while riding on coaching ...
Jun 1, 2021
Closing a new client is a pinnacle point for the sales rep. It builds confidence, character, and their bottom line. If your sales reps are complaining about gut-wrenching, arm-twisting closing, they are not excelling at the most important aspects in ...
May 31, 2021
We are all guilty of it. We sign an annual contract, turn in the order and count the commission in our pockets. As soon as the first ad hits the open market, the competitors will target a fresh prospect which is your new client. If a sales rep does not ...
May 28, 2021
In the early morning, when most sales departments are abuzz with reps on the phone setting up appointments with prospects, I often hear the proverbial, "I'd like to come over and talk to you about advertising". Inevitably, I also hear, ...
May 27, 2021
Objections are an everyday fact of life. They are also a key part of the selling process. Learning to overcome objections should be an ongoing training and roleplaying topic for sales reps of all experience levels. This point is especially true during ...
May 26, 2021
Although many sales reps do not want to admit it, they have taken a client for granted at least once. One reps top client is usually someone elses number one prospect. There is a tendency to take our current clients for granted in a rush to procure new ...
May 25, 2021
Measuring desire in a salesperson is a question that I have tossed and turned about many times over the years. Before making an investment in a potential sales rep, what characteristics should managers consider? I received the following email regarding ...
May 24, 2021
Absolutely yes without a doubt, and I would start by treating them all with dignity and respect. Sales reps are high on the list of the most valuable assets in a business. The sales department is the money generator that keeps the cog in the wheel turning. ...
May 21, 2021
How much time do you actually spend in front of prospects or clients each day? Is it as much as 45 minutes per client? Most of us work eight to nine hours per day. Could one more call be squeezed in per day? The answer in most cases is "yes". ...
May 20, 2021
I called a sales meeting in the middle of the month. We were behind budget and my people were expecting me to pull out one of the latest video training series. Things were tense. I did pull out a video, but it wasn't the customary training video. ...
May 19, 2021
An Alexander Karelin will appear in each of our lives sooner or later in the form of one of life's challenges. These life challenges can be from the minute to the massive. These trials can be anything from a flat tire on the way to see a customer ...
May 18, 2021
Sometimes a sale will backfire at the last minute even though it appears that the prospect is signed, sealed and delivered. Other influences can have an impact on the sale. Sales reps have been conditioned to call on people with the right titles: owners, ...
May 17, 2021
Let me start by saying there is no doubt that a sales team needs to be fired up versus being fired. If firing someone is the best answer, then something was missed in the recruiting process. Many of the mistakes made in hiring a sales force start with ...
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