Even before the tragedy of September 11 the United States economy was beginning to nosedive. Clearly since the attacks, customers are revisiting everything from budgets to personnel to company parties and benefits. The times we live in are new to us but should not be especially new to experienced sales professionals.

           In my years of training and consulting, many sales professionals have asked me how to get over a slump. And, many sales managers ask me how to tell good sales people from average.

           I believe in the 80/20 rule. My clients tell me that 20 percent of their sales professionals are getting 80 percent of the business. And, when I survey sales people they are concerned that they are not getting their share of business. They want more and are perplexed about what separates the good from the high achiever.

           We all strive to be the best. Sales managers clearly want the best and CEO’s clamor for it. So what then is the correct formula for bringing in more business?

           In 18 years of sales experience and training I have narrowed it down to something I call 7 Habits of Highly Effective Sales Professionals.

Customer knowledge

           One of the many pet peeves that sales managers have with their sales professionals is a person who lacks understanding of their client. In today’s fast and competitive world a sales professional must understand who the client is.

Recently, I watched a review of a sales professional’s performance for...

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