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Summit Performance Training | Plantation, FL

Doug Cohen, President

Journaling is a medium for expressing your hopes, fears, dreams, and whatever “head trash” needs to get out of your head. It’s also a place to write down your positive thoughts, beliefs and aspirations. Many in sales/business development don’t journal, because they’re not sure where to begin, or what structure would work best. When I started journaling, I found myself in the same boat.

BAGELS is an acronym for a journaling process that I use.

Sales professionals, are you following an efficient selling system? Does this system enable you to consistently achieve a desired outcome while saving time, energy and money?
Taking the time to develop a successful sales template will guide your prospects and provide you with a competitive advantage that will increase your chances of winning their business.

Regardless of how well you performed on the last appointment, you can always do better.
Use these helpful debriefing questions.

Becoming a good sales professional requires the same type of training that other good professionals endure. Athletes, physicians, college professors, firefighters- you name the profession, and the people at the top pay a price every day to stay there. The price they pay is conditioning.

There is an invisible barrier that is holding you back.

Traditional selling systems tend to push the envelope. Maybe that’s why the reputation of salespeople and the hard sell stains the perception that typical salespeople 'aren’t professional.'

Understanding failure as part of growth

A sales force is built on the capabilities of its manager. There is a movement in today’s sales environment to transition away from managing the sales force by simply tracking numbers. In the past leaders focused on what was in the sales person’s appointment book or pipeline as well as how many proposals they gave or sales they closed. Those number-focused managers played a key role in influencing the performance of the salespeople they supervised.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

How can you separate the individual from the work self?