Chris Lytle Sales Management Tip: Too many companies have wishes instead of standards. "I wish my people would make more calls," one manager told me. A standard is a measurable indicator of performance involving a ...Read More

Chronic preoccupation is epidemic. It means thinking about what you aren't doing rather than paying attention to what you are doing. Cell phones and wireless email now interrupt meetings and derail trains of thought. It's ...Read More

Try this before your next meeting. Sit quietly for a few minutes (even if it's in the parking lot in front of the customer's business). Think about your favorite beach or other "happy place." Now, imagine how you want to ...Read More

Chris Lytle's Sales Tip: Sales experience is measured by the number of prospects and customers you've met with. "Each success only buys an admission ticket to a more difficult problem," said Dr. Henry Kissinger. He may not...Read More

Chris Lytle Sales Tip: Can a politician teach you anything about sales? Benjamin Disraeli was a British Prime Minister. "The fool wonders, the wise man asks," he said. Of course, a wise man also knows what he doesn't know....Read More

Chris Lytle Sales Tip: If you've ever made less than a positive first impression on a customer, remember this advice from a very wise person: "No one can go back and make a brand new start. Anyone can start from now and ...Read More