1. Has Written Goals

• Clear.
• Specific.
• Realistic/attainable.
• Measurable.
• Compelling.
• Is committed to them.
• Has internalized them.

• Knows what must be done and why.
• Has developed action plans.
• Follows action plan.
• Has determined possible obstacles.
• Has a plan to deal with the obstacles.
• Has check points.
• Debriefs daily.

• About company.
• About marketplace.
• About learning.
• About growing.
• About value of what they have to offer.
• About value of what company has to offer.

• Doesn't externalize (doesn't blame others, company, prospect, their past, etc.).
• Knows it's up to them.
• Knows the only things they can control are their activity and behavior.
• It's OK to "fail".
• Doesn't play psychological games like: if it weren't for you, ain't it awful, yes but, kick me etc . . .
• Does the behavior they need to do at the appropriate times.
• Learns from inappropriate behavior.
• Accepts challenges.
• Doesn't rationalize.

• High self image.
• Is not effected by what others think.
• Understands that getting a "no" is a good thing.
• Doesn't take a "no" as failure.
• Learns from each behavior they perform.
• Realizes that there is a lot to learn and it's ok not to be perfect.
• Understands that "role" failure is a way to grow and does not effect how they should feel about themselves.

• OK to hear no.
• OK to fail.
• OK not to get approval.
• OK if I upset someone.
• Calls at the right levels
• Knows she/he has "rights"
• Has a self-image of 10 (on a scale of 1-10).

• Controls Emotions.
• Is not lost for words.
• Doesn't take things personally.
• Knows what to say or do at the appropriate time.
• Is a "third party" at coaching events.
• Is prepared for what ever the salesperson does.
• Doesn't panic.
• Doesn't become excitable.
• Doesn't strategize "on the fly."
• Stays in the moment.
• Doesn't over analyze.

• Will ask the tough questions.
• Helps salespeople get prospects to say "no".
• Will bring things to closure.
• Won't accept wishy washy statements.
• Will confront.
• Gets good "up-front contracts".
• Gets "personal needs" met outside sales.
• Deals with stalls and put-offs.

• Picks one call that went well and one that didn't.
• Performed daily.
• Starts with an outcome and works backward.
• Salesperson learns why the outcome was reached.
• Salesperson learns his part in the outcome.
• Salesperson learns a lesson.
• Salesperson has plans to incorporate the lesson.
• Follows up on prior day's lesson.
• Asks lots of how and why questions.
• Salesperson views the debriefing as helpful.

• Performed daily.
• Has salesperson choose a call to strategize.
• Asks salesperson for the goal for the call.
• Asks salesperson why the call is taking place.
• Asks if that is an appropriate goal.
• Poses hypothetical objections to test for preparation.
• Asks how salesperson will achieve the goal.
• Asks about the prospect's decision-making ability.
• Asks why the prospect agreed to meet with the salesperson.

• Make quick decisions about personal purchases when they find what they want.
• Establishes goals for what they want.
• Doesn't care much about price when they buy.
• For a major purchase (other than a car) they usually shop only one store.
• A major purchase is usually over $1000.
• Usually doesn't do research for a major purchase.
• A major purchase usually takes less than a day.

• To number of dials.
• To number of contacts.
• To number of appointments scheduled.
• To number of meetings scheduled.
• To number of qualified quotes and/or proposals.
• To number sold.
• To the goal.
• To overcoming weaknesses.
• To training.
• Doesn't accept mediocrity.

• Recruits Regularly.
• Recruits when no position to be filled.
• Follows the 5-step process.
• Tests prior to interviewing.
• Has high standards.
• Effective phone qualification.
• Effective ads.
• Follows EEOC Guidelines.
• Not limited to own industry.
• Does own interviewing.

• Helps salespeople do the talking.
• Knows what questions to ask.
• Asks lots of How and Why questions.
• Knows why they are asking them.
• Makes salespeople's answers specific.
• Listens to what the salespeople aren't asking.
• Doesn't get emotionally involved.
• Doesn't assume.
• Questions uncover problems.
• Answers questions with questions.

• Helps prospect to relax.
• Gains comfort level.
• They are relaxed themselves.
• Knows when they don't have rapport.
• Shares with prospects when they sense that they might be uncomfortable.
• Deals with problems up-front.
• Establishes good up-front contracts.
• Displays sincerity, trust, believability, warmth and trust.

• Knows each salesperson's dream.
• Knows the goals required to achieve their dream.
• Knows the each salesperson's plan.
• Knows what each salesperson must do each day to achieve goals.
• Motivates using goals and dreams.
• Doesn't motivate using quotas
• Understands each salesperson is different.
• Knows how to get each salesperson to take action.
• Doesn't accept complacency.
• Recognizes when it's time to set new goals.

• Allows them to fail.
• Doesn't rescue.
• Makes sure a lesson is learned from each failure.
• Is not the company "closer."
• Salespeople on continuous growth curve.
• Not afraid to terminate untrainable salespeople.
• Builds self-esteem of salespeople.
• Provides proper encouragement.
• Challenges salespeople.
• Encourages competition.

• Salespeople get to all the key players.
• Salespeople knows decision criteria.
• Salespeople help influence decision criteria.
• Salespeople know where they stand all the way.
• Salespeople ask all the "right questions"
• Salespeople know the time line for decision.
• Salespeople know the probability of sale.
• Salespeople know where they stand against the competition.
• Salespeople always know what will happen next.
• Salespeople have good "Up-Front" contracts.
• Salespeople qualify for money.
• Salespeople don't have "happy ears".

• Salespeople know how to get a "monkey's paw".
• Salespeople have good "Up-Front" contracts.
• Salespeople get yes or no decisions.
• Salespeople don't "roll over" when they get a "no".
• Salespeople don't take stalls or put-offs.
• Salespeople always know what will happen next.
• Salespeople find out the "conviction" level.
• Salespeople are willing to hear "no".

• Has goals.
• Is "money" motivated.
• Willing to take risks.
• Has the incentive to perform tasks that may be uncomfortable.
• Is self-motivated.
• Undying urge to become the best.

• Is a winner. Does what non-winners won't do.
• Is willing to risk.
• Will put themselves in "high risk" situations.
• Willing to force a "no" from the prospect.
• Unconditional even if: afraid, uncomfortable, or in disagreement over goal.