Dave Eisley
Free
Organizational Design Expert
Dave Eisley Quick Facts
- Main Areas
- Sales, Recruiting, and Training
- Career Focus
- Author, Speaker, Consultant
Dave Eisley has over 15 years of experience in building high performing sales teams. His experience in startups, franchise development, and inside and outside sales in both residential and commercial settings have put him in front of thousands of salespeople. He knows what works, and more importantly, what doesn't.
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
You Have to Feed The Beast
We know. Everyone hates salespeople. Got it. Thanks for noticing. So, why do we do it? Why, even, do we like it? Because we know in the deep cave s of your thoughts…when you get up in the morning to go to work…despite your frustration and disdain with the guy who can’t get his paperwork right…you need us. In fact, your career stability depends upon our ability to do our job well.
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STOP Overcoming Objections
In almost every sales training seminar or book on selling ever written, there is inevitably a chapter on “overcoming objections.” They will tell you that these are buying signals or a marker that tells you the customer is really requesting more information. I’m here to tell you that is a farce. Nobody likes to be sold or persuaded. In the business environment of the last few years, their buying decisions carry an incredible amount of risk. One buying mistake and they could be out the door. Change? Risk? In 2012, that’s awfully scary stuff.
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Sorry. Despite what the “gurus” say, you still have to prospect in sales.
Congratulations! You’re a new salesperson. You have no contacts, little…if any…industry experience, and the clock is ticking. You’ll have a grace period for awhile while you are being trained, but at the end of the day you’ll have a number to hit. You better start filling that pipeline…and fast. The only problem is that you hate cold calling, whether it be on the phone or in person. You search for alte atives.
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Hunters and Farmers
The typical path in a sales career goes something like this; start out in customer service, then get “promoted” to inside sales, outside sales, and if you’re still doing well, onto sales management. This is a track to failure for the company, employee, and their customers. The employer can’t understand why their employee becomes unhappy, unproductive, and probably unemployed. Hit and miss hiring and promotion becomes very costly when, at the end of that path, the employee is pulling in a high five or six figure salary, and sales are in the tank.
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The STRESS of being in the wrong job
It’s important that we first come to terms with the rigidity of personal behavior. It just doesn’t change much after the age of 12 or so. The Right Orbitofrontal Cortex (ROC), which is the part of the brain directly above the right eye, contains the master plan for our behavior. It controls what we do and say each day. Studies indicate that traits and behaviors start to cement between the ages of 8 and 12. By the time we reach adulthood, the malleability is lost, and our personality is imprinted on our brain.
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Nurture or Nature?
When we think of the brain, many of us imagine this elegant, fine tuned machine with electrical currents firing rapidly as our senses take in and process thousands of pieces of information. Not so much.
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Build your organization like the Steelers
It can be argued that no organization in the National Football League has had more success than the Pittsburgh Steelers. In the “modern era” of professional football, your organization’s accomplishments are measured with one metric – winning the Super Bowl. Nobody’s done that more than the black and gold.
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What “thru hiking” the Appalachian Trail can teach you about goal setting
The Appalachian Trail runs for 2,160 miles from Springer Mountain, Georgia to Katahdin, Maine. It was originally laid out in 1937 by an idealist named Benton MacKaye with the idea of creating a continuously marked trail that would stress land preservation and community. It is estimated that it takes 5 million steps to walk the entire length of the trail. Most thru-hikers walk north, starting in Georgia in spring and finishing in Maine in fall, taking an average of 6 months. Two thousand people attempt to accomplish that goal every year. Fewer than 1 in 4 make it the entire length.
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How to build a Tour de Force
Is your company stuck? Are you in a hiring freeze? Are all of your new hires coming from competitors? Do you demand “current industry experience” when considering new candidates? Are you ignoring smaller competitors, no matter what kind of noise they’re making? Is your growth strategy centered around acquiring competitors? Don’t tell me – you just installed a new ERP system. Oh, and you’re looking for professional management to “right the ship.”
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