Top Tweets for #SalesHistory
A conversation as old as sales compensation itself. This, from 1927:
"Often a quota-exceeding volume of sales is attained at the expense of profit."
"There is no reason why he should be particularly interested in profits".
So Snodgrass paid on profit!
#saleshistory
Solid sales leadership perspective from Frederic A. Russell from 1922: "it is his duty to build an organization which would function efficiently even without him at the helm."
#salesleadership #saleshistory
In 1922, Frederic Russell didn't believe the best salespeople made the best sales managers. Sound familiar? He went on to say that naturally great salespeople are even worse at management - versus one "who was compelled to study". #saleshistory #salesmanagement
Want to see what a call report looked like in 1926? You think filling in your CRM is hard, imagine having to type this thing up. (back then dates were shown as DD/MM/YY - I was confused at first) #saleshistory
Lest any of us believe we have originated a novel idea in the selling profession, here's yet another example of my book The Transparency Sale, but from the late 1700s. ๐ ๐
#transparencysale #saleshistory
In Norval Hawkins's 1910 classic Certain Success, he uses the word "prospecting" for what may be the first time I'd seen, drawing a direct comparison to gold mining. The entire chapter is a #salesprospecting classic. #saleshistory
Here's a picture of John Patterson, NCR Corporation, in 1916 - he believed in giving out recognition to employees who made the best suggestions. This was one of the ceremonies. #NCRCorporation #saleshistory #transparentsalesleader
In 1906 Ricord Gradwell spoke of how he would "instantly discharge any man in my employ that had told a lie, no matter how mild a lie...". He added that he wasn't running a "training school of morals of salesmen", but explains the why below.
#transparencysale #saleshistory
Over 3.6M people were considered full-time salespeople according to the census in 1920. #saleshistory
My #BlackFriday sale? The Kindle version of The Transparent Sales Leader is just $2.99. A simple framework for sales leadership, optimized with science, on a bed of transparency, with a sprinkling of #saleshistory. ๐ค๐ง๐
In a December 1922 article entitled, "Making the Most of Testimonials", R.H. Strickland advocated for "boxing" sentences that "bear down on specific points" because otherwise, prospects won't read them. #testimonials #saleshistory
A lesson from 1922 - Don't be the sales manager who is too busy for "new ideas" and a "broader vision" - like "the ostrich who buries his head in the sand".
#saleshistory #transparentsalesleader ๐
Read parts of a 1924 college textbook on sales this weekend. It begins by defining the sales role through the eyes of a few of the most famous philosophers on the subject. What do you think of this definition from Elias St. Elmo Lewis? It really made me think... #saleshistory
I graduated from Indiana University in May of 1993 and started my first full-time sales job shortly after. I've just managed to track down the state of selling report from Success Magazine, May of 1993 edition. So interesting...we've come a long way in 30 years!
#saleshistory
The sales process for @BOSTITCHTools from the 1940s used for selling their B8 model stapling machines..."largely credited with increasing sales 100 per cent in 1948..."
#saleshistory
For my copier sales friends, here's a challenge from 1927. Sales always required a "regular model put in for trial", because the 150 pound machine couldn't be shown pre-sale. Just pictures. So, a 19 pound junior model was developed that doubled sales. #saleshistory #copiersales
Another classic arrived over the weekend. This one from 1911 - Orison Swett Marden's "Pushing To The Front". The pages...the smell...amazing.
One day, I may have to open a #saleshistory museum. ๐ง๐ค
In 1925, @IBM started a tradition of inviting quota achievers to their "Hundred Percent Club". Pictured here in 1940, Hundred Percenters are attending a business session in the "main tent", 38 feet high, 98 feet wide and 188 feet long; supported by four main masts. #saleshistory
Remember the famous quote from Theodore Leavitt, โPeople donโt want to buy a quarter-inch drill. They want a quarter-inch hole!โ? Well, in 1926, you didn't sell the bird cage - you sold the advantages of having a bird!
Sales Management Magazine
#saleshistory
1904: "If you can learn to look the tenth man in the face and smile, after failing to land any of the preceding nine on whom you have called, you have mastered one of the essentials in salesmanship."
- Salesmanship Magazine
#saleshistory
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