Evan Carmichael Top Header about About About facebook Twitter YouTube Google+

The University of Sales



Free PDF Download
“The future is here. It’s just not evenly distributed yet.” - By Todd Youngblood

Name: Email:


Is there such a thing as the University of Sales in your company? If not, and you're somewhere in between the most junior sales assistant and the 2nd in command of the whole sales organization, you better start thinking very seriously about how on earth you'll ever pick up the essential sales knowledge and skills you need. If you're the top sales executive, shame on you!

Do I really need to write a paragraph about how critical it is to make sure that every single member of any sales team needs to be methodically, relentlessly and continuously acquiring new knowledge and enhancing professional selling skills? Frankly, if you need to be convinced of that, don't bother reading any more of this newsletter.

Operating an internal University of Sales takes some real work, but it's not really that difficult and doesn't cost all that much. The "Professors" are the current members of your sales team. Every one of them has creative solution to at least one problem - probably many. Every one of them has at least one really good success story to tell - probably many. Every one of them has at least one presentation, value proposition, intro letter... - probably many of all of them. They all read sales books and can share the authors' insights.

Given that, wouldn't it be a shame to keep all that intelligence hidden from the rest of the group? Most reps - egos not withstanding - don't realize how much valuable stuff they have in their heads, filing cabinets and hard drives. All they need is some structure to help pull it out, write it down and communicate it.

Here are a few simple steps for operating a U of S:

The friendly competition among the reps to have the best module will develop almost immediately. You'll wind up "stuck" in an organization with a habit of continually thinking, learning and improving.


Related Articles

  The brand audit university branding in China
  10.1 The education system: Support for Growth-oriented Women Entrepreneurs in Tanzania, 2005
  We Have an Ethical Dilemma!
  Virtual School----the shape of education to come
  Is an Online Degree Good, Bad, or an Ugly Duckling
  Cheating in College
  General Intelligence Is Not Enough
  Management Skills That Drive Performance
  Ontario's Leadership Change is Time for Program Changes
  Graduate Student Medical Insurance – Comparing
  Researchers Use Computer Model of Reptile to Help Prevent Damage to Dental Implants
  Central Bank of Nigeria (CBN) Approves Conversion of Community Bank into Microfinance Institution (MFI)
  Hmmm!
  Imagine a Bigger Market and You'll See a Bigger Market
  Alternative Routes Into PR
  Silly Humans Can't Count: The 29% Effect
  The Magic of Marketing
  DOMINO’S PIZZA FOUNDER TOM MONAGHAN HAS PUT HIS MONEY WHERE HIS VALUES ARE
  "The Bonk Approach to Testing"
  How to Cripple Your Kids

Home > Sales > Todd Youngblood > The University of Sales >

Free PDF Download
“The future is here. It’s just not evenly distributed yet.” - By Todd Youngblood

Name: Email:

About the Author: Todd Youngblood

RSS for Todd's articles - Visit Todd's website
Todd Youngblood is passionate about sales productivity. His 30+ year career in Executive Management, Sales, Marketing and Consulting has focused on selling more, better, cheaper and faster. He began his career in 1976 as a Marketing Representative with the IBM Corporation and for fifteen years progressed through a wide variety of field and staff assignments. He then founded and operated an Information Technology Outsourcing firm providing Software Development and Maintenance Services. In 1994, he joined an electronic commerce firm serving the insurance and healthcare industries, as Vice President of Sales & Marketing. He established The YPS Group, Inc. in 1999 based on his years of experience in Sales Process Engineering � that is, combining creativity and discipline in the design, implementation and use of work processes for highly effective sales teams. Todd has worked extensively with firms in the Distribution, Manufacturing, Insurance, Services, and Telecommunications industries. He is the author of two sales management books, The Dolphin And The Cow and Think About It� He is married, has two daughters, enjoys cycling, is a second degree black belt in Choi Kwang Do and serves on the board of the Cobb Symphony Orchestra.
Click here to visit Todd's website.
Dashed Line

More from Todd Youngblood
Take a SWOT at all your key customers
Tell them exactly what youre going to do to them
Another spin on Value Propositions
Are you clueless unsure confident or awesome
Create Chaos Change Controversy or at least chase after them

Related Forum Posts

Online Sales and Marketing vs Traditional Online Sales and Marketing vs Traditional
Re: Online Sales and Marketing vs Traditional Re: Online Sales and Marketing vs Traditional
Re: Small Business grant listings and other grant listings Re: Small Business grant listings and other grant listings
Re: State of the U.S. Online Retail Economy | Comscore 2008 Re: State of the U.S. Online Retail Economy | Comscore 2008
Re: RIP Zig Ziglar Re: RIP Zig Ziglar

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Share for a Cause
Featured Article



Worksheets
By: Evan Carmichael

Do you have what it takes to be an entrepreneur?

8 Powerful Steps to Finding Your Passion

Does your pitch suck?

Create a plan of attach to launch your new business.

8-Cover

Like this page? PLEASE +1 it! Evan Signature
Bottom Footer



Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

Why should you consider coaching the sales team

Starting a Business a Brave Move or a NoBrainer

3 Health Insurance Misconceptions

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.