Sales compensation: Why does it never seem fair?
How to design a fair and equitable compensation package is a topic that will be argued for eternity. Why? Because senior executives typically feel successful sales execs get paid too much. And most of the time sales execs feel they don’t get paid enough. In general, companies design lucrative compensation packages when it is …
Why does time equal money?
We hear the phrase “time equals money” all the time. Certainly for professionals who are literally on the clock, such as an attorney or IT consultant who bills on an hourly basis, it’s very easy to understand the term. But how does it specifically relate to a professional sales executive? In my opinion, since we …
Sometimes the political landscape might be too much to overcome
Never underestimate the power of self-preservation. What do I mean by this? In business, decisions are not always made for the good of the organization. You might have a phenomenal product that adds significant value to your prospect, but if it jeopardizes the job security of a person in the decision-making process, your chances of …
A Resource for Professional Sales Executives
Universal Sales Truths
UST was founded by Scott Dunkel in October of 2012. The objective of the company is to provide resources for sales execs to accelerate their careers.
After being intimately involved in professional sales for more than 30 years, Scott can confidently say that one thing is true. In order to be successful long-term, there are fundamental truths that MUST be adhered to. Technology has certainly changed the way we prospect and make initial connections. Additionally, the fact that your prospects have more information available on your product or service than ever before requires you to be more on top of your game than in the past.
However, when you are engaged in a sales call, things have essentially not changed. He speaks to these truths in the monthly newsletter and goes into greater detail in the book. As in life in general, developing solid listening skills, integrity and a strong work ethic; learning from others; and a heavy dose of common sense are 90 percent of the formula.
- Surround yourself with successful people of integrity.
- Use your words carefully—think before responding!
- Do more listening than talking.
- Work your land.
- Be humble, not prideful.