Past performance can’t help you reliably predict future results. Just look at your mutual fund performance to verify that. Yet many sales managers and general managers dwell upon sales reports… of past results. It can be much more productive to measure Activity Planners. Activity Planners can help you reliably predict future results. It’s been said… [Read More]
Monthly Archives: December 2015
A Merry Politically-Incorrect Message
Those of you who have been receiving our ENS on Sales over the last fifteen years, know it’s time for my annual politically incorrect “Merry Christmas” message. (Although, I’m increasingly convinced that ‘politically correct’ is an oxymoron because I don’t know any politicians who are ‘correct.’ They all seem to care more about getting elected… [Read More]
Radio: There When You Need It!
The Ontario Association of Broadcasters has produced this pro-radio spot to promote radio as a fabulous and viable media. The OAB board has given permission for all stations across Canada to use this spot and ENS Media Inc. is encouraging you to do so. Click here to download your pro-radio spot. Also, if you have… [Read More]
The Windshied Versus the Rear View Mirror
Your account executives are probably conducting some sort of CNA, customer needs analysis, now. And your most successful account executives have learned that they can be leaps ahead of the competition by doing their homework, and discovering the answers to 80% of the questions on a typical CNA before they meet with their prospect. But… [Read More]
