Many sales managers make the mistake of believing that once expectations have been communicated, their job is complete. In reality, that is where the real work begins.

Successful outside sales teams thrive on consistency. Every salesperson should know exactly what activities are expected each day, whether it’s prospecting, scheduling appointments, conducting customer visits, following up on proposals, or asking for referrals. But simply assigning these tasks isn’t enough. Leaders must regularly inspect the activity, measure the outcomes, and provide constructive feedback.

Inspection is not about micromanagement—it’s about leadership.

The highest-performing sales organizations understand that activity creates opportunity. If a salesperson consistently makes quality customer visits, uncovers business needs, and follows a proven sales process, the results will eventually follow. By inspecting these activities, managers can identify problems before they become missed quotas. Maybe a salesperson isn’t making enough first appointments. Perhaps proposals are being sent but not followed up on. These small issues become much easier to correct when discovered early.

Accountability also creates culture.

When every member of the team knows their performance is being reviewed fairly and consistently, standards naturally rise. Top performers appreciate accountability because it highlights their success, while struggling team members receive the coaching they need before falling too far behind. A culture built on accountability quickly becomes a culture built on achievement.

Technology has made inspection easier than ever. Customer Relationship Management (CRM) platforms, sales dashboards, and reporting tools allow leaders to monitor pipelines, conversion rates, appointment activity, and revenue trends in real time. However, reports alone don’t build successful teams. Great managers use those insights to have meaningful conversations, celebrate wins, remove obstacles, and help each salesperson improve.

The best sales leaders also inspect more than numbers. They ride along on customer visits, listen to sales calls, review presentations, and observe how their team interacts with prospects. Coaching based on firsthand observation is far more effective than coaching based solely on reports.

At the end of the day, people naturally focus on what leadership pays attention to. If managers consistently inspect customer activity, pipeline health, and follow-up discipline, those behaviors become habits. Those habits lead to stronger customer relationships, increased trust, higher closing percentages, and sustainable revenue growth.

Remember, expectations establish direction—but inspection drives execution. If you truly want to build a successful outside sales team, don’t simply expect excellence. Inspect what you expect, coach consistently, and watch your team transform expectations into measurable results.

The post Inspect What You Expect: The Key to Building a High-Performing Outside Sales Team appeared first on ConectUS Wireless.

Sometimes, something very subtle, a small mistake, can turn off a client and cause negative thoughts and attitudes. So, I would like to recommend a couple of books on the subject of sales for you to read, which, in a way, complement each other and also conflict. But I believe there is a philosophy that can be gained from such reading:

“Winning Moves – The Body Language of Selling” by Ken Delmar – 1984.

The book has a little subtitle of interest: “the keys, strategies, moves, gestures, expressions, style and aura that work for winners.” The author suggests that religious leaders, politicians, actors, top trial lawyers, and top salespeople share these abilities. He further suggests that we can all do this, if we learn how – and that is exactly what this book explains how to do.

Amongst the topics are how to maintain composure, a sense of trust, limit stress, look relaxed, self-assured, and confident. Imagine disarming prospects, improving your voice, and allowing hostile people to backtrack with proper body language and adequate tone. Learn to look alive on camera, command a room, quell anger emotions, it’s all here and more, this is a great book.

“How to Master the Art of Selling Real Estate” by Tom Hopkins – 1986.

Mr. Hopkins starts this book by explaining what society expects a real estate salesperson to look and act like. How to maintain a professional attitude – then he gets into prospecting, qualifying, verbal techniques, telephone sales, open house techniques, asking for commitment or offers, and how to close the sale. Next, how to present the proposal and how to maintain a referral network from happy customers and their friends as well. There is also a section on staying organized, scheduling, and planning. The final chapter is how to keep a scorecard of your successes; tracking sales, money made, net worth, and goal setting.

Once you are done reading these two books, I guarantee it will help you increase sales; more importantly, it will help you be a better you and make more friends in the process.

The post The Human Side of Sales appeared first on ConectUS Wireless.

This belief has been proven to be wrong. Selling is a learned skill. Many of the beliefs about the skills required for success are much different from those actually necessary.

Below is a list of truths about the sales profession:

1 – Sales is a learned skill. A sales rep will never reach their true potential until this fact is accepted. True professionals study and practice the skills proven to be effective and continue sales training throughout their careers.

2 – Sales calls can be made at any time. Many sales reps actually believe sales calls can only be made after 9:00 or before 3:00. The professional knows someone prefers 7:00 a.m., and others work evenings. Professionals find people to see them for a full day every day.

3 – The mind controls most sales. This is why many sales come in succession. It’s often called a lucky streak, but it isn’t. It is the sales rep “assuming the sale” without faking it. The previous sale programs the brain to believe the next one will buy also, and it often happens as a result. It is a 100% true belief that the buyer is going to buy today.

4 – Good telemarketing is critical. Work backwards and determine how many calls are necessary to develop a full week of appointments. This number is the number of calls that must be made each week.

5 – Increase selling time. The only time that is real “value added” is the time spent with the prospect or customer. The time getting an appointment, traveling to and from locations, completing paperwork, and attending meetings is an incidental necessity, but not value-added. Do all of these tasks outside of the high-value-added hours. Increasing value-added selling time can be learned using lean manufacturing and Six Sigma principles.

6 – Learn to Close. Closing is the most learned skill in the profession. When a prospect objects to the price, color, service, or anything else, the sales pro knows exactly how to respond down to the specific words. At the point of the objection, there is no time to think. All thought should be directed toward body language and preparing the next 3-4 steps in the sales cycle.

7 – Learn sales techniques. Techniques are not tricks, and no sales rep would be effective trying to trick someone into buying. Some believe closing is using tricks but it is not true. It is simply being an effective negotiator, helping the customer make a buying decision. For example, with a service objection such as the length of after-sales service being too short, the sales rep should use a “right-angle close”. This negotiation is simply stating the answer with a buying question, such as “If I can get the two-week service changed to four, will you give us a try today”?

The post 7 Truths Every Sales Professional Must Know appeared first on ConectUS Wireless.

If you get up in the morning with a positive attitude and high enthusiasm, aren’t you more likely to have a much more positive and productive day? Wouldn’t that lead to more closed sales by the time you go to sleep? Absolutely it would!

Keeping that in mind, let’s discuss some common mistakes that most people make when closing the sale. You should definitely learn to avoid these!

1. We pre-qualify everyone. Some of us say we never pre-qualify, but are you being honest with yourself when saying that? Who hasn’t been in a Saturday morning pump-up meeting where the cash and weekend spiffs are flying, and they whip you into a frenzy. Then you come out of the meeting sky high, see a customer who you think couldn’t buy steam off a hot dog, and head the other way, hoping nobody sees you. Sound familiar? The next thing you know, the new guy has them on a demo ride, and then writing them up in his office. He brings it to the manager’s office, and you’re curious what the credit is like. You walk buy and see the guy is an 800 beacon. “Oh well, the new guy needed it anyway…” You’re killing your paycheck on the installment plan. One deal at a time.
2. We talk price. Can we always bypass price? No, but if you can do it seven or eight times out of 10, wouldn’t that be worth it? The average initial price drop by a salesperson is $844. That’s the average drop. What’s 25 percent of $844? You’re right, it’s $211. If you did it JUST twice a week, that’s $1688 a month, times 12 for a year…. $20,256. Come on…don’t drop the price! Don’t give it away. It takes guts and skills to hold price. Learn to bypass price.
3. We take shortcuts. There are normally two times we start taking shortcuts. First, when everything is going well. You feel like Superman with an “S” logo on your chest. You know the times when everything you touch seems to turn into a deal. It’s easy to start taking shortcuts then. The other time is when we are in that 2 by the 15th mode. We need to make a paycheck because the bill collector is still coming at the end of the month. We start finding out if everyone can buy within the first five minutes. Don’t take shortcuts. Remember, the real shortcut is the Basic Steps to the Sale.
4. We give up too soon. If you follow the Basic Steps to the Sale, can you ask for the sale four or five times? Of course you can! You have the right product and you have built rapport with the customer.
5. We use the least effective closing questions. That good old stand by, “If I Could Would You?” Take the initiative and learn some real and effective ways to close.

What trap are YOU falling into? What do you need to work on?

The post Don’t Kill the Sale: Avoid These Costly Closing Mistakes appeared first on ConectUS Wireless.

Whether you’re a thrill-seeker, racing enthusiast, or simply looking for an unforgettable experience, Open Race Day is built for you. Each participant will receive driver safety training and constant professional supervision, ensuring the adrenaline rush comes with peace of mind.

“Open Race Day is our most anticipated public event,” says veteran NASCAR driver David Starr. “It’s about bringing the speed and excitement of NASCAR to real people in a safe, unforgettable way.”

What Makes Team Texas Different:

• Authentic NASCAR Cup Series cars, once raced by the pros
• Multiple experience levels from first-timers to hardcore fans
• Add-ons like in-car HD video, professional photos, and souvenir merchandise
• Private and corporate group options with team-building events and catered amenities
• Experiences take place on the world-class Texas Motor Speedway, a 1.5-mile, 24-degree banked oval that hosts all three NASCAR series races.

About Team Texas

Want to be a NASCAR driver for the day? Want to bring your corporate clients or staff for their most exciting day out ever? Headquartered in Texas Motor Speedway, close to Dallas Fort Worth Airport, Team Texas provides the opportunity to experience driving or being driven inside a NASCAR around the Speedway track at up to 150 mph. Drivers receive classroom training and are assigned a personal instructor if they will be driving the NASCAR themselves. Ten to 12 cars are allowed on the Speedway during each session and faster students are allowed to pass slower ones. These events are public or especially arranged for corporate groups.

Follow Team Texas: teamtexas.com, LinkedIn, Facebook, Instagram, and X.

About ConectUS Wireless

ConectUS Wireless was founded in 1974. The company initially provided 2-way radio and paging services in the Southern California area. In 1983, when cellular service was introduced, ConectUS was awarded one of the first four cellular exclusive distributorships with PacTel in Los Angeles, CA.

ConectUS is a Platinum member of the Verizon Partner Network. In addition to tablets and smartphones, our channel offers broadband internet, business continuity services, video conferencing, a feature-rich office phone system, vehicle logistics and tracking, and much more. Our unique relationship with Verizon Wireless allows us to drop ship equipment directly to our customers’ place of business. ConectUS has created an actual Verizon Wireless direct fulfillment program for our extensive dealer and sales agent base that covers most of the major markets in the United States.

Follow ConectUS Wireless: ConectUS.com, LinkedIn, Facebook, Instagram, X, YouTube

The post Team Texas Announces Open Race Day at Texas Motor Speedway appeared first on ConectUS Wireless.

In this article, we will explore an area that many people are afraid of today and seriously ignore in their lives today. They experience enormous frustration and anxiety as a result of failing to understand its importance, but this is preventable if you begin to make this one change in your life.

Express genuine gratitude and thankfulness for everything you have or receive into your life. Do this at every opportunity.

There are countless reasons as to why expressing gratitude is important, and it can truly be a game-changer in all aspects of your life. Here are four simple reasons explained.

1. It feels good.

To feel good is the reason that we do most of what we choose to do in life. So, why not express gratitude to feel good? It is virtually impossible to feel genuinely grateful for something and feel bad at the same time. Therefore, it makes sense to give thanks at every opportunity. Our advice is to look for opportunities everywhere, and watch your mood change almost immediately.

2. What you appreciate will appreciate in value.

In other words it will grow. It has been shown that when you think about something, or focus your attention on it, it will grow. A simple example would be when you express thanks for a gift from a friend or a family member, chances are that another gift will follow at some point in time. However, if a gift is accepted and no thanks is given or gratitude shown, the chances that another gift will follow is definitely diminished.

After all, why would someone continue to favor you with something that you aren’t grateful to receive?

3. Expressing gratitude spreads joy into the world.

Make no mistake about it, everyone, absolutely everyone, likes to be thanked. It makes them feel good too. It’s very easy to spread some joy in the world just by expressing thanks. Have you noticed how fewer and fewer people are saying thank you, even after someone has spent money with them?

4. It curbs greed and anxiety.

In our opinion, this point is huge.

When people do not express gratitude for what they have and what they have received in the past, they develop the feeling of lack in their lives. They feel anxious and they develop a sense of greed, not simply a healthy desire for more, which often leads to some serious behavioral issues. When someone is always grateful, they will attract much more abundance, at all levels.

The feeling of lack breeds more lack. The feeling of abundance breeds more abundance. When you feel you have abundance are you likely to feel greedy or anxious about anything? On the other hand, if you feel something is missing in your life, doesn’t that create anxiety and stress?

Eliminate the stress and greed in your life by showing and feeling gratitude for what you have and what you continue to receive. Some call this the basis for The Universal Law of Attraction.

The post Want to Sell More and Stress Less? Start With This One Daily Practice appeared first on ConectUS Wireless.

“Change your emotions, when needed, in order to alter your subsequent actions.”

Feelings and emotions that produce happiness and a positive attitude are great. They will propel you forward. When these do occur, you usually need to change nothing!

On the other hand, there are feelings that create emotions that produce sadness or anger that are not so great, because they weigh you down and drain your energy and creativity in all aspects of your life. There is a simple two-part strategy that can enable you to remove these bad (negative, angry, destructive or unproductive) emotions from your life.

Understand that feelings just happen in response to a situation, any situation. You can’t prevent experiencing those feelings in any way. The emotions that arise out of those feelings are also, by and large, not preventable either. However, the actions that they can produce are absolutely controllable, as are the lingering negative feelings and emotions. When you have mindful conscious awareness of your feelings, and subsequent emotions, you develop the power to choose your future actions along with your future thoughts.

There is a moment, for some a very brief moment, between the experience of feelings and emotions before actual action is taken. What you choose to do then in this moment is critical to the action you will take and the results that you will obtain (understand that for every action there is always a consequence).

1. Stretch Out the Moment

The first key here is to stretch out that moment for a second or two, longer if needed, so that you can analyze it, then consciously choose your action rather than just reacting to something and making the inappropriate choice of actions.

Most reactive actions are in response to programming built into our DNA that relates to our fight or flight mechanism. It is there to protect us in life threatening situations. But let’s face it, most of the situations we encounter on a daily basis are not life threatening and therefore don’t demand a reactionary action. Slow it down, think it out and only then take action. Take the positive action that will serve you or someone else. The old wisdom to count to 10 when something disturbs you is actually very powerful advice, as it helps you not make a rash decision that you’ll regret later.

2. Replace Your Negative Thoughts With Positive Ones

The second key is to replace your negative thoughts with positive ones. Because what you think about the most will grow. It is actually impossible to have a positive and negative thought in your mind at precisely the same time. Therefore, work to displace the negative thoughts with positive ones and your feelings will change. Continue this process as much as needed.

Here is a simple example of this. Perhaps you see a car accident unfold in front of you as you are on your way to work one morning. You call 911 and stop to lend as much assistance as you can. There are seriously injured people and you feel upset, sad, and perhaps angry, because people are hurting. These are all perfectly natural feelings and emotions. However, if they are not put aside and replaced with positive thoughts, you will likely be unable to do anything of value for the rest of the day.

Once the paramedics arrive and you can be on your way, you will now be in a position to pause and choose your ongoing thoughts. You can allow thoughts of that accident and injured people to linger in your mind all day which will weigh you down and distract or even depress you. This is not a good thing at all.

Or, you can replace those thoughts with ones where you have helped these people the best you could and they are now in the hands of professionals.

A much better thought process, don’t you think? You can be grateful that more cars were not involved. you can be grateful no one died. It doesn’t matter which positive thoughts you choose to use. These new thoughts will allow you to put the incident behind you so you can get on with your day.

3. Avoid Situations That Negatively Affect Your Emotions

Just one final thought here.

Do your best to avoid situations that consistently lead to your feeling bad. For example, if watching the news every night after dinner upsets you, quit watching the news and watch something else. The truly important stuff will find you eventually.

The post The Shocking Truth About Emotions and Sales Success appeared first on ConectUS Wireless.

Here’s a powerful moment from Texas Motor Speedway: 100-year-old World War II Marine veteran and Iwo Jima survivor Don Graves, proudly wearing our ConectUS x Team Texas Racing School driving suit, singing “The Star-Spangled Banner” alongside NASCAR legend Tony Stewart.

The above linked clip was recorded during Stewart’s annual “Smoke Show” event at Texas Motor Speedway, and a few hours after singing the National Anthem, Graves even had the chance to ride in a NASCAR with Stewart as his instructor! Stewart continues to be a class act, long after his NASCAR racing career ended, and he made sure to make this event special for everyone who was involved.

The post 100-Year-Old WWII Hero Sings National Anthem Alongside NASCAR legend Tony Stewart at Texas Motor Speedway appeared first on ConectUS Wireless.

Pope Gregory XIII had introduced the Gregorian calendar in the 1500s to fix large variables between the solar year and calendar date that the Julian calendar had displayed. Countries from across the globe eventually started using the new calendar, and Sweden finally decided to do so in 1700.

The year 1700 was a leap year in the Julian calendar, but it wasn’t a leap year in the Gregorian version, widening the gap between the two even further. The first day of March in the Julian calendar was equal to the Gregorian March 12.

Sweden planned to slowly transfer over to the Gregorian calendar by omitting 11 leap days over the course of a 40 year-span, but that plan was destroyed when leap years were wrongfully observed in 1704 and 1708. By 1712, Sweden’s timekeeping was such a disaster that the country planned to change everything back to the Julian calendar starting on the first day of March, while still wanting to be sure they celebrate Easter on a Sunday. To make this happen, Sweden included February 29 — as the year 1712 was already a leap year — plus an additional day, February 30, to make up for the leap day it had taken away in 1700. But wait!

There’s more. Sweden finally made the permanent shift to the Gregorian calendar in 1753, getting rid of the 11-day variance by hopping from February 17 to March 1.

Happy Leap Day everyone.

This is something that most people don’t know, and if you think that leap years today are confusing, living in Sweden during the 1700s would be even worse for you.

#weloveverizon #likeconectus #verizon #5G #agentprogram #sellverizon #verizonpartnernetwork #5gbi #fwa #salestraining #businessinternet #conectusracing #cpnzone #teamtexas #corporateevent #letsgoracing #racingschool #NASCAR #RaceTrackTraining #TXRacingSchool #DFWRacing

The post The Weirdest Leap Year that you’ve Never Heard About appeared first on ConectUS Wireless.

Darrell Waltrip Doesn’t Hold Back and Warns NASCAR About Making Too Many Changes and Losing Fans

Darrell Waltrip is undeniably one of the greatest drivers in NASCAR history. After retiring from racing in 2000, the Hall of Famer became a prominent part of NASCAR’s coverage on Fox.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Darrell Waltrip Warns NASCAR Not To Make Too Many Changes appeared first on ConectUS Wireless.