Tom Peters - Sales Excellence

Posted by Dave Kurlan on Wed, Oct 22, 2008 @ 06:10 AM

My team was watching Tom Peters at the Fortune/Gazelles Growth Summit yesterday.  Tom always has a lot to say, some of it new, some not, but always good.  Even though he is a scientist type, I belive he is a sales & marketing guy at heart.  Try some of these one liners on for size:

"Life is not a journey to the grave with the intention of arriving safely in one pretty and well preserved piece, but to skid across the line broadside, thoroughly used up, worn out, leaking oil, shouting ‘GERONIMO!' "-Bill McKenna, professional motorcycle racer

Tom applied it to business but think of the implications if you can drive this message home to your sales force! My comments follow each one of his one liners.

"Across the Board Cuts are Dumb"


"Minimize Cuts in Training Costs"

That's right -it's more important than ever to focus on your salespeople and customer service people!

"Beware of such things as sales travel cuts and ad cuts"

Go Tom!

"Excellence now, more than ever"

If you become excellent in this economy, you'll blow the doors off of your competition when companies and people start spending money again.

"Women are better salespersons than men"

Objective Management Group has data on almost 400,000 salespeople that we have assessed.  About 80% of them are male. Our data shows that a greater percentage of the females are good salespeople compared with the percentage of males that are good salespeople.

"How can a high-level leader like _____ be so out of touch with the truth about himself? It's more common than you would imagine. In fact, the higher up the ladder a leader climbs, the less accurate his self-assessment is likely to be. The problem is an acute lack of feedback [especially on people issues]." -Daniel Goleman (et al.), The New Leader 

I see this all the time.  Presidents lamenting over their sales force when, so often, the Presidents are the problem!

"Being aware of yourself and how you affect everyone around you is what distinguishes a superior leader." -Edie Seashore (Strategy + Business #45) 

"Do something scary every day"

Reminds me of the comment I've so often written - the biggest difference between sales winners and everyone else is that winners choose to do what they don't want to do.

So today, have a greater sense of how you either positively or negatively impact your sales force, get each of them to do something they don't want to do, have them return to the office all beat up and increase your emphasis on sales training to assure continued, consistent sales excellence.

 (c) Copyright 2008 Dave Kurlan



Topics: sales competencies, Salesforce, Sales Force, sales excellence, sales personality, Tom Peters, Economy

Subscribe via Email

View All 1,800 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile


Receive new articles via email
 to the Blog on your Kindle 



Most Recent Articles


Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee


Leaading Sales Consultants 2018

9 Consecutive Years!

Top Sales Awards 2018 - Article/Post -  Silver

9 Consecutive Years!

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers



Hubspot Top 25 Blogs


Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader