Thanks To Joe Capillo

As usual I am the first person in the store. I am scanning articles, looking for guidance. How can I motivate them? What is going to get them excited this morning? How can we hit that goal?

I started reading your articles a little over a year ago. "Understanding Sales Performance Metrics" This was what I already knew but could not articulate! I was fascinated. I read it 3,4,5 times. Before the meetings, after the meetings. In the morning and before I went to bed. The owner I worked for had me doing all the things you advised against. I pleaded with him, argued with him, even showed him proof!!! All for nothing. As any underappreciated individual should, I found something better. So I quit. I walked on him, no doubt I was the best salesperson that had ever worked for him, I was also the only person willing to invest that much time and energy into his sales staff.

I am currently 7 months in at a store in New Orleans. I have been given the freedom to implement a process and have turned this sales force around in that amount of time. Almost all of them are older than myself and have many years experience but I walked in here earned their trust and I am coaching them to success! In this amount of time I have brought the store from delivering at a 42% gross margin to over 48%. This year they have sold more protection plans year to date than all of 2010. It's working. It feels good and I just want you to know I learned most of what I practice and implement by stumbling upon your articles. Even though I am in the middle of your book right now I still scan for articles on Saturday morning and find myself saying.." man this makes so much sense!" only to realize it's YOUR article again. Thank you.

Posted By Alex, 7/27/2011

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