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Bill Bartlett's Sales Tips

Our life lessons are all around us

Nov 12, 2018 1:00 AM - Learning takes place over time as there is no magic fairy dust to give us wisdom once it is sprinkled on. Most humans don't take the time to capture their daily lessons, as their lives are a race to the eventual finish line. I happen to be a "serial journaler" who has recorded the daily highlights and lowlights of the past 25 years of my personal and professional life. My daily journals are a permanent record of my successes, failures, beliefs and behaviors which are sometimes very painful but always thought provoking, as well as a continuous reminder of the journey I'm taking. These entries detail my growth over time and remind me that, above all, I'm human which is a thought many lose in the praise they receive for their triumphs.
Are you fully committed to success?

Oct 24, 2018 1:00 AM - "Keep your antenna up and unconditionally commit to success" is a mantra I learned from a mentor a long time ago. As we enter the fourth quarter of 2018, it's time to recognize that, to achieve a yearly sales goal or simply finish the year in a strong fashion, salespeople cannot miss any opportunity to make a sale. This requires a powerful "sales antenna" that is always tuned for maximum reception. There was a time, before cable delivery of TV programming became the norm for watching television, when each rooftop had a TV antenna perched upon its highest point. In my house, we performed the weekend ritual of fine-tuning the antenna before the "big game" so the reception was as clear as it could possibly be. This meant getting out a ladder, climbing up to the antenna and turning it to various compass points to improve the picture. The person on the roof, me, would receive a series of shouted directions from the person in front of the television, my father. Eventually, the picture would improve, and we could enjoy the game without viewing it through a storm of static.
Sales Moves Are you comfortable in sales? Should you be?

Sep 12, 2018 7:36 AM - We are a nation of salespeople; however, far too many in the field "default" their way into the profession and develop a comfort zone that turns into a mediocre career. Employers encourage this mediocrity by paying a "livable" base salary and a commission structure that is supposed to motivate their team to sell more. I recently met a young salesman at a networking event who was unemployed, or by his description, "between" sales jobs. After a lengthy conversation, I discovered that he had been out of work for 18 months and was reaching the end of his rope.
You can't rely on just personality and intuition

Jul 16, 2018 6:48 AM - Why did you choose a career in sales? Many people enter the field of sales as a default career move. Recently, I have been hearing the phrase, "natural born salesperson," kicked around a lot lately. The attributes most often associated with this phrase are: great personality, positive attitude, likable, good conversationalist and fun to be around. If I combine these attributes with the belief in the power of intuition, I have detailed the approach 80 percent of salespeople use to close business. The sad fact is that it takes a lot more than these superficial attributes to be successful at selling.
Summer Slump or Surge?

Jun 19, 2018 7:37 AM - We are at the beginning of summer and we cherish this season to offset the harshness and length of our winters. Summer days tend to be more casual, carefree and are usually less stressful. The people you meet on the street seem to smile more and respond in a friendly way as they feel better in warm weather. The sun bakes away our cares and we relax. My usual summer morning routine includes turning on the television and listening to the weather forecast for the day. It puts a smile on my face as the weather forecaster typically shows people outdoors enjoying themselves. When I awoke one morning, I heard him say, "We are beginning the dog days of summer."
No one told me I would have to sell

Mar 19, 2018 7:28 AM - The professional services industry still struggles with the buyer/seller relationship and suffers from the belief that their services should sell on their own merit.
Sales managers: Do you have a playbook for 2018?

Jan 24, 2018 12:43 PM - Sales managers, like pro football coaches, require three things for success: The right personnel, an effective playbook and the ability to motivate their team over the course of the year.
Book offers insight into science, faith

Jan 22, 2018 9:00 AM - A Bartlett letter to the editor: Having spent most of my adult life in engineering and science, I found myself in a constant tug of war with my faith in God. Many of my friends and associates did as well.
Time is the coin of your life. Spend it wisely

Dec 14, 2017 1:00 AM - You can't manage time since the clock relentlessly moves forward regardless of any attempts to control it. You can however, decide the best way to effectively use time by identifying the behaviors you commit to accomplishing within any given timeframe.
Business owners: Do you accept mediocrity?

Nov 13, 2017 6:00 AM - Dear Business Owners: As we progress toward the end of 2017, it's time to evaluate the talent on your sales team to ensure you have the right players for 2018. All professional sports teams go through a stringent talent assessment at the season's end in order to strengthen the team for the upcoming one. The data it provides and their analysis helps them determine the necessary improvements they must make for heightened performance the following year.

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