Southwestern Sales Talk

Prospecting–are you fishing in an empty pond?

by Dustin Hillis

Whether you’re a bookseller with Southwestern, or you’re in another sales career, you’ve probably heard or used the excuse “I just don’t have anyone to call on!”  Fishing in a pond without fish is not fun.  Our job is to find the ponds that have fish. There is a large body of water that a lot [...]

10 comments so far (is that a lot?)

Decisions & Delay–pt. I

by Lee McCroskey

Decisions, decisions!  Every day in our careers, in our lives, we are faced with making decisions.  One of our Southwestern Company student dealers was sitting in my office trying to decide about whether or not to sell again.  We discussed the pros & cons, how she felt.  During the conversation, she said–three times–”I’m just not good at [...]

19 comments so far (is that a lot?)

In a sales rut? Go draw something.

by Lee McCroskey

I’m sure you’ve experienced frustrating seasons during your sales experience–you know: a rut, a plateau, a slump, a funk, an extended period of boredom….  You weren’t hitting your goals or your potential.   During the summer, Chris Adams (one of our Sales Directors at Southwestern) called me and asked for some ideas-specifically, help in re-motivating or [...]

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Pressure: If You Can’t Stand the Heat, Get Out of Hell’s Kitchen

by Lee McCroskey

I don’t know if you’re a fan of Hell’s Kitchen.  It’s the reality show where contestants compete to be the head chef in one of Gordon Ramsay’s famous restaurants.  As I watch a number of presumably good chefs in the kitchen with Ramsay-turned-Lucifer, it’s amazing what his withering invective and saliva-spitting criticism can do to [...]

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Questions are the Answer!

by Lee McCroskey

So far this summer, I’ve flown to 7 different sales meetings (aka Sunday Meetings) for The Southwestern Company.  Since I strongly believe that what you think about affects your sales productivity, I’ve been asking the college-age sales force some thoughtful questions.  Specifically, I ask them, “What do you think about all day long?  What is the [...]

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10,000 Hours

by Lee McCroskey

Every summer I go to Sunday meetings to meet with students from The Southwestern Company.  Invariably, at the beginning of their summer sales adventure, I hear discouraged rookies saying: “I’m just not cut out for this.”  “I suck at selling.”  “I hate this.”  Or even, “My uncle needs me to run his ostrich farm…”  During [...]

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How Does the Economy Really Affect Your Sales?

by Lee McCroskey

Time for another guest blogger!  I’d like to introduce a Southwestern friend of mine who used to work with me some years ago: David Remer.  David sold 3 years (1986 -1988) and was a Top First Year Dealer, a Top Experienced Dealer, & a member of the President’s Club (he wants everyone to know that [...]

8 comments so far (is that a lot?)

Forming Habits: a question for our readers

by Lee McCroskey

Last week, I posted a short blog about behavior and goals, and how they had to match in order for you to feel purposeful and feel like you were making progress.  I received an interesting query from one of our Southwestern student managers regarding habits: “Why do you suppose it’s so difficult to match one’s behavior and decisions to [...]

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Your Behavior, Your Goals–do they match?

by Lee McCroskey

Back when I was in college while I was recruiting a sales team for The Southwestern Company, I read The One Minute Manager  (by Blanchard/Johnson).  I read a quotation in this short book really stuck with me.  I even posted it on my desk.  It said: Take a minute: Look at your goals.  Look at your performance.  See if [...]

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