In a recent Associated Press article I read in our local newspaper, The Greensboro News & Record, I noticed an article about well-known Ace Hardware’s battle with the “Big Box” stores and how Ace is managing to enjoy year-over-year growth despite the price pressure placed upon it by the likes of Home Depot and Lowe’s.

Why is Ace seeing this continual success?

Convenience. They’re making it more convenient for the buyer to shop with them. They’ve installed brighter lighting and wider aisles, among other improvements, leading to a more convenient – and more pleasant – experience for the customer.

Think about it: How easy is it for your prospects and existing customers to buy from you?

Clearly, the less obstacles, hassles and requirements you place in their way, the greater success you’ll enjoy in your sales career.

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The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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I was having dinner at a local chain restaurant last night called Smokey Bones in Greensboro, NC. The service was outstanding … not just good, but outstanding! As we were sitting there (near the hostess stand) I overheard the manager call three of his staff together and say “I just noticed three customers walk in and no one greeted them. This is unacceptable. To be the best we need you to be the best … please greet everyone like they are important to us … because they are. Can you do this?” Of course they all said ‘yes’ and their service level (and attitude) improved immediately with an obvious sense of pride. They believed they were “the best.”

As I work with clients around the country it amazes me how many times a sales rep comes up to me at a break to tell me they are one of the top sales reps in their organization and say something like, “I already do what you are telling us to do, but it’s a good review for me.” More often than not when I speak to their manager he or she tells me something completely opposite from the sales rep’s view.

Managers … if your sales people think they are great and you don’t agree then it’s your fault!!! Outstanding managers set the bar high and coach their people to the bar and accept no compromise just like the manager at Smokey Bones. The entire staff at Smokey Bones reflected the excellence of their manager and they all looked like they loved working there and thought they were pretty good (even the three who were immediately coached by the manager on the floor.)

What does this mean to you as a sales manager? Quite simply … You can’t manage your sales staff from behind a desk. You must be out in the field and coach your sales team in real time just like the Smokey Bones manager did last night. If you’re an NFL fan … do NFL coaches stay in the office on Sunday’s and ask their players to send them the scores each quarter or are they on the side lines and coaching their players as they come off the field after a failed play? The best sales managers are great coaches who set the bar high and coach their staff to “hit the bar” without compromise.

There are a lot of Smokey Bones type managers around the country and I love to hear positive stories about such managers. I’m sure my experience at Smokey Bones last night triggered an experience you have had whether it’s a service experience or maybe an exceptional manager you worked for. Take a minute and tell me about it. I’d love to hear your story.

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According to a recent study completed and reported in the Psychological Bulletin, procrastination is getting worse. The result? Being fat, broke, sad and unfulfilled. Apparently the reason for this increase in procrastination starts with the plethora of temptation that each of us faces.

The study found that in the past 25 years the average self-score for procrastination (using a 1 to 5 scale with 1 being no-delaying) has increased by a whopping 39 percent!

Men are worse than women. Young people worse than older people. The report even estimates that the US gross national product could increase by $50 billion if just the icon and sound that notifies people of new email would disappear!

The cause of all this? Temptations are the leader. Life is just too easy and too diverting. The others? A sense of choosing immediacy over deferred payback, whether doing the job provides value, and whether a person believes they can get the job done.

How do you overcome procrastination? The study’s authors, Pier Steel and William Knaus (author of Overcoming Procrastination, 1977) say:

• Precommitment - Force yourself to get something done.
• Do unpleasant tasks first and when you are at your best.
• Set goals and break them down into doable tasks.
• Unplug distractions (televisions, computers, games, etc.).
• Commit to doing something for 5 minutes. At the end of 5 – go on to something else.
• Ask yourself why you procrastinate and defeat it.

Procrastination can derail your best efforts and entire career. It can also become a habit. Avoid it at all costs – but don’t procrastinate in taking action. You too, could end up fat, broke, sad and unfulfilled.

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