Open Letter to a New Account Executive, Part 1‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ 
What Your Sales Manager Wishes You Knew Practiced Daily
Open Letter to a New Account Executive
Part 2

EDITOR'S NOTE: Last month featured Part 1 of
"An Open Letter to a New Account Executive."
The full article is here.

“Everything you’ve ever wanted is on the other side of fear.”
– George Addair

7. Have a daily plan in advance each day. Set both personal short and long-range goals. Write them down if it helps. Napoleon Hill said, “A goal is a dream with a deadline on it.” Goals are the most important first step in selling. How many calls do you plan to make each day? Now raise that number by ten. How many will you make in a week? (See? You just added 50 by raising each day by 10). How many in a quarter? What would you consider a successful closing rate per day, week, month? Don’t make the sales manager motivate you; motivate yourself first!

“Make each day count by setting specific goals to succeed,
then putting forth every effort to exceed your own expectations.”
- Les Brown

A friend taught me 300 calls=50 good prospects=2.5 sales closings. Do you see how many calls it takes to get just one closing? Remember to make multiple contacts! Every time I teach sales, I hear one excuse after the other for not making contacts. So, let me settle that issue now: Call, call, call!

This alone will easily put you in the top 20% of any organization.

8. Obey the Law to get more results! Have you heard of the "Law of the Harvest?" The Law states in three parts:
• You reap WHAT you sow.
• You reap LATER than you sow.
• You reap MORE than what you sow.

Selling is like planting seeds in a garden. Each day you are planting seeds with each contact. If you don’t make contacts, you’ll get no harvest/results. The more of WHAT you do in calling and contacting, the more you will get back (reap). It takes time and many contacts (often to the same people) to get results much LATER. Look on the seeds (contacts) you make today to come back for you in several months.

And the results give you...

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If you saw the classic movie, "Smokey and the Bandit," you are familiar with the work of Jackie Gleason, playing the iconic Sheriff Buford T. Justice. He was an entertainer with a string creativity years before the hit movie came out in 1977.

"The Great One" will forever be known for his successful business decisions. He starred in the hit series "The Honeymooners," in the early days of television and revived the show several decades later through smart foresight.

What you can learn from his creativity will inspire you to go where nobody else has gone in your field and industry.

Here are 5 lessons You can learn from "The Great One" about business:


 Reinvention Nation Blog:
Your Number One Job

Most leaders micro-manage employs and rarely put into action the words they speak. Your staff can tell if you live by your words. The closer you manage them, the more they can observe your actions in context.

Your Number One job in leadership is to work yourself OUT of a job!

If you aren’t doing this, you are holding the reigns on your people and sucking all the life and credit out of them. You are also working yourself into an early grave.

There are two types of organizational flow charts...


In the Reinvention Store:
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Short quotes and comments you can use to start your Reinvention adventure.  Small and compact to share with your team, associates and customers.
Buy it today!

“Honest communication is built on truth and integrity and upon respect of the one for the other."   -Benjamin E. Mays

“The art of effective listening is essential to clear communication, and clear communication is necessary to management success.”  -James Cash Penney

“In the last analysis, what we are communicates far more eloquently than anything we say or do.”   -Stephen Covey

“Half the world is composed of people who have something to say and can't, and the other half who have nothing to say and keep on saying it.”  -Robert Frost 

“Wise men speak because they have something to say; Fools because they have to say something.”   -Plato

Jim Mathis

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Orlando, FL 32828 USA

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