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 Article Directory   Author   Rick Johnson
 

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Published Articles:31
Total Article Views:8,840 (unique visitors)
Total Article Rank:1 /5 (3 Ratings)
(USA)Author

Rick Johnson's Articles

Articles by: Rick Johnson

Recent Articles

Now is the Time

With everything that has happening in the world around us including the economic crisis, the Bear Sterns bail out, the war in Iraq, the Presidential race and the scandal in New York about both the ..
(March 22, 2008)
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  • Currently nan/5
 | Self-Improvement/Leadership | Visitors: 206

Discipline Sales Success Demands a Sales Effectiveness Process

The Sales Effectiveness Process (SEP) includes planning sales growth, executing account strategies and using objective feedback to continuously improve performance and drive accountability. The SEP ..
(June 12, 2008)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 338

Creating Success During a Downturn in the Economy

Today we are engulfed in the debate on whether or not we are facing a true recession. Fifty percent of the so-called expert economists say we are and fifty percent say it's just a downturn and we ..
(March 22, 2008)
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  • Currently nan/5
 | Business/Management | Visitors: 237

The Puppy Dog Close

The puppy dog close is one of the most effective ways to get the sale that anyone ever dreamed up. It got its name form the pet store industry. Let me explain. Have you ever walked by a pet store and .
(March 10, 2008)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 791

Ten Key Factors That Maximize Sales

Sales representatives are successful today because they gain the majority of their targeted customers business. They manage the relationship and continuously build relationship equity. That doesn't ..
(December 30, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 165

Phantom Stock

Phantom stock can contribute to a personal objective that is aimed at getting your executive team to think and act like equity partners. It creates a feeling of obligation toward success because ..
(December 30, 2007)
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  • Currently nan/5
 | Business/Entrepreneurialism | Visitors: 309

The Master Sales Plan for High Potential Accounts

The Master Sales Plan for High Potential Accounts By: Dr. Rick Johnson A Master Action Plan is your high level plan of attack - the ideas, activities and general approach that will enable you to ..
(December 30, 2007)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 353

Reflection on Old School Selling

How time flies. I remember back in the 1970's and 1980's when professional selling was easy and a whole lot of fun. We were Lone Wolfs back then. We controlled everything, we were professionals, and ..
(December 30, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 164

Customer Focus the Primary Platform for Customer Retention

Customer focus must become the platform for success in the hotel-resort industry or for anyone in the service industry for that matter. That starts with establishing guidelines for communication and ..
(December 30, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 230

National Account Planning - Is it Worth It

Size Does Matter The natural assumption may be to associate national accounts planning with large international enterprises. However, critical mass alone does not guarantee success. The fact of the ..
(December 30, 2007)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 193

There is NO Purple Pill for Sales Effectiveness

There is a purple pill called Nexiom that some people believe is a wonder drug. It solves several problems. It does wonders for people that have experienced distress. I wish I could pass out a pill ..
(October 10, 2007)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 332

Profiling Your Target Growth Accounts

When a customer makes their buying decision, the customer makes that decision based on certain assumptions and has specific perceptions and expectations. When the customer places and order, these ..
(July 30, 2007)
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  • Currently nan/5
 | Business | Visitors: 290

Profit is NOT a Dirty Word

Let’s Talk Pricing Have you noticed that price is not the major topic of discussion when it comes to customer expectations? You see, the reality about price is that the customer expects the ..
(June 27, 2007)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 233

Closing the Sale

Much has been written about sales techniques, strategy and skill training including closing techniques. I believe, “Closing the Sale” really revolves around satisfying the ..
(June 27, 2007)
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  • Currently nan/5
 | Business/Sales-Management | Visitors: 291

Counter Sales - Defining the Role

As a counter sales person, when a customer walks through the door, you are generally the person they are looking for. The customer wants to place an order and expects you—the counter sales ..
(June 27, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 179

Effective Sales Training Sessions

Sales training programs should be designed to achieve maximum participation on the part of the audience. It has been proven time and again that audience participation in sales training is one of the ..
(May 31, 2007)
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  • Currently nan/5
 | Business | Visitors: 338

The Dirty Little Secrets Of The Failure To Leverage The Inside .

How can the distributor take advantage of existing relationships between Inside Sales/Customer Service personnel and customers? This age-old question has caused managers to implement a variety of ..
(March 12, 2007)
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  • Currently nan/5
 | Business | Visitors: 416

The Myth of the Working Sales Manager

A Sales Manager's Responsibility Does Not Focus on Selling but it Does Focus on the Promotion of Sales Sales managers are often promoted and then expected to continue to handle their most lucrative ..
(March 21, 2007)
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  • Currently nan/5
 | Business | Visitors: 376

The Sales Management Leadership Quiz

Finding the right person to fill the sales management role is a common quandary in most businesses. It can be especially challenging when a decision is based strictly on sales territory performance ..
(March 29, 2007)
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  • Currently nan/5
 | Business | Visitors: 517

Fighting the Perception of Commodity

How do you find your value proposition when everything you do and everything you sell seems to border on being a commodity because everybody is trying to do the same thing to create competitive ..
(April 29, 2007)
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  • Currently nan/5
 | Business | Visitors: 376

Sales Success Is Not About Increasing Sales

Sounds crazy doesn’t it? But, remember the emerging role of the sales professional today is not to increase sales. Let me repeat that- The sales person’s role today is not to increase ..
(May 31, 2007)
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  • Currently nan/5
 | Business | Visitors: 176

Sales Effectiveness Guidelines for Taking Over a New Territory

Sales professionals are high-energy, fast-thinking, opportunistic people. If they are good, they often shoot from the hip and take calculated risks. They can be called mavericks and that’s a ..
(March 29, 2007)
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  • Currently nan/5
 | Business | Visitors: 210

Turn Over - Do You Really Pay Attention To It?

I have worked with numerous companies that have or had employee retention issues without any real understanding as to why they can’t seem to keep good employees. Oh, most of them track turn ..
(March 12, 2007)
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  • Currently nan/5
 | Business | Visitors: 212

Is Your Underperforming Employee Incompetent Or Is It AADD

AADD – Adult Attention Deficit Disorder is often difficult to understand. This is especially true when it exists in one of your key employees. It may often be disguised as peer relationship ..
(March 12, 2007)
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  • Currently nan/5
 | Business | Visitors: 673

Can We Live Without LIFO?

1st it was Sarbanes Oxly - The Sarbanes-Oxley Act of 2002 commonly called SOX or Sarbox; is a United States federal law passed in response to a number of major corporate and accounting scandals ..
(March 12, 2007)
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  • Currently nan/5
 | Business | Visitors: 244