Will you be training your salespeople in November and December? Are you crazy? They're already short months and you're gonna take them away from doing the stuff that will help them hit quota? I wrote about this yesterday. With your permission, I'd like to focus on what you should do for the rest of the year.

Assuming that you have a plan and know where you are for the year and all you have to do is execute. Have you done the analysis and asked and answered the questions on the next page?

...and are you selling yourself short?

Three reasons...

Another story from a real coaching call...

   I've quoted this As Good As It Gets before, but never from this perspective.

I've talked to a few young-ish entrepreneurs lately that were interested in "picking my brain", "using me as a sounding board", and/or "my mentorship" so that they could scale their company. They don't typically talk about how they want to change their customer's world, or what's in it for me or anybody else that they want to help them. I emphasize the "young-ish", not because they're less experienced or intelligent than the old guys. Rather, because the old guys typically have one of two motivations....

Is your year in? Will your pace to date get you where you need to be? Did the hot summer cause you to lose your stride? Is your pipeline empty or does it look like a loaf of stale bread? Does something need to change?

You're probably sick of reading about Sales Core Competencies. How about pictures that compare 4 different salespeople?