10 Disciplines of a Successful Sales Representative

The following are 10 power statements that can be utilized in sales meetings and sales management training.  The concept behind these 10 ideas was originated by Michael “Mickey” Madden of U.S. Home Systems.

These ideas are being published in memory of William “Bill” Sherwood who passed away in early December 2011.  Bill exemplified these disciplines and made them a part of his everyday business life. He has impacted hundreds of  sales trainees by being an example of what he taught.

  1. Accepting total responsibility for the results: Success is in your hands.
  2. A commitment to excellence: Be available; follow the methodology and the milestones on each and every sales call.
  3. An expectant attitude: Expect to make a sale every day.
  4. Establishing goals: In accordance with effective goal setting techniques.
  5. A specific plan of action: A goal without a plan is like a destination without a map.
  6. A commitment to self: The successful sales representative is eager to work all resources and disciplined to develop their knowledge, understanding of buyers habits and skill of delivery.
  7. Insulation from the common sales cold “ Negativism”: A negative attitude is the most fatal illness of a sales person
  8. Flexibility in thinking: Acceptance of new ideas.
  9. Maximize creativity: Doing what it takes everyday to maximize earnings.
  10. Belief: Belief in yourself, your family, your products and your effort. If you don’t no-one else ever will.

It’s never too late to effectuate change in your personal or business life – start today.

We found Dave Yoho Associates extremely professional and knowledgeable in evaluating our current business model and recommending specific solutions that will improve our efficiency and profit.

Wasyl Bodnar, President
Ventana Design, Sales, and Manufacturing

It was an honor for us to have Dave Yoho Associates hold a sales meeting for our team. Everyone was enthralled by the powerful content that we are already implementing throughout our business.

Rick Otto, VP of Sales
Coach House Garages

Dave Yoho Associates provided guidance, advice, best practices, and support to our entire staff. Our company has improved across every level after working with them.

Cris Keeter, Owner
All-States Exteriors

Dave Yoho Associates’ consultants are the sharpest in the industry, and are incredible communicators, very engaging, and always inspiring. Their industry insight is unmatched, as is their creativity.

Todd Miller, President
Isaiah Industries

When it comes to consulting advice for the home improvement industry, Dave Yoho Associates has no equal. We have worked with them for over 15 years and we are ecstatic about the results!

Daniel Green, Sr. Vice President

The advice we received from Dave Yoho Associates enabled us to increase our volume with 19% less leads in the first year alone!

Joe Francis, President
Shiner Roofing, Siding and Windows

We have been working a long time to reach a “million-dollar month”, and this September we finally accomplished our goal! The Dave Yoho Associates model and training tools are without a doubt the keys to our success.

Chuck Cometti, General Manager
RbA of Central New York

I would like to thank Dave Yoho Associates for their consulting services. For me, the meaning of ‘value’ is getting more than what you paid for, and their services truly exemplify this.

Aaron Heth, Director of Sales

Immediately after your training, I ran my first solo appointment and got the order for $16,088! I beat out a reputable local remodeling company whose bid was $4000 less and was referred to by the customer as a slightly ‘better’ product.

Sara Zarndt-Brickey, Operations
Re-Bath of Illinois

Dave Yoho Associates are the leaders in business consulting and sales training for the industry. We utilized their services to grow from a small business to averaging over $10 million annually.

Wendy Patterson, Co-Owner
Patterson Homes & Construction


Get a FREE 30 Minute Consultation A FREE GIFT
Call Us Now