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John Carroll

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Founder & CEO, Tres Coaching Services

224 points

John Carroll is the founder and CEO of Tres Coaching Services™, a business and leadership coaching, consulting and training services company. He works extensively with entrepreneurs and business owners to help them improve business performance, and “achieve the results to ...

John Carroll is the founder and CEO of Tres Coaching Services™, a business and leadership coaching, consulting and training services company. He works extensively with entrepreneurs and business owners to help them improve business performance, and “achieve the results to move beyond their vision”. John is also a frequent speaker and the author of Globalization: America’s Leadership Challenge Ahead.

For more information visit trescoach.com or follow Tres Coaching Services™ on Twitter, Facebook, LinkedIn, YouTube and SlideShare.

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WEB: https://www.facebook.com/GlobalizationAmericasLeadershipChallengeAhead

May 24, 2012

John Carroll and 11 other people answered this question

Is "blame the sales people" or "poor sales" the real problem or just a "shadow symptom" for the real issue?

Hi Leanne, as you know, most businesses that fail within the first 1-3 years fail due to a lack of sales. However, getting to the heart of your question, a lack of sales tends to be symptomatic of a larger organizational problem(s).
Outstanding sales performance ... more

Sales Management

May 24, 2012

John Carroll and 8 other people answered this question

Should you compensate sales reps differently for new business vs renewals?

It depends, Lori. The key is to structure the compensation model to balance opportunity and risk at the business level, and recognize and reward the appropriate behaviors to produce the desired results. The primary drivers of sales compensation should be new business growth and customer ... more

Sales Compensation

Sales Management

May 7, 2012

John Carroll and 10 other people answered this question

In your opinion, what are the top qualities of a leader?

Wikipedia describes leadership as the “process of social influence in which one person can enlist the aid and support of others in the accomplishment of a common task". However, I prefer Alan Keith’s definition that "Leadership is ultimately about creating a way for people to ... more

Human Resources

Leadership Qualities

Dec. 29, 2011

John Carroll is now following Dave Brock and 5 other people

Oct. 12, 2011

John Carroll and 7 other people answered this question

Why don't sales people ask for the sale?

Hi Laurie, Zig Ziglar said it best, ““We miss 100 percent of the sales we don’t ask for.” Closing and asking for the sale are integral to the selling process. Whether due to inexperience, lack of training, or lack of preparation and planning, the bottom-line ... more

Sept. 21, 2011

John Carroll and 24 other people answered this question

Why don't more sales organizations invest in sales training courses?

If you ask sales managers why they are not training their sales people, you will get one of the standard responses:
1. The economy is bad.
2. Our numbers are down.
3. No budget for training.
However, the real reason these sales managers are not training their sales people ... more

Sales Management

Sales Organization

Sept. 10, 2011

John Carroll and 4 other people answered this question

At what point should price become part of your conversation with a prospect?

Lauren, price should become a part of the conversation when the prospective customer is ready to buy, and you have addressed the business and financial issues necessary to complete the sale.
If price comes up too early in the discussion it’s generally a red flag ... more

Sales Management

Aug. 26, 2011

John Carroll recommends this answer by Nathan Och

Should the U.S. eliminate subsidies to companies and industries that continue to under-perform?

It is a lot easier to allow a company/industry to fail in expansion economies than what we've witnesses in 2007 and 2008. Subsidizing underperforming companies to "lessen the blow" to the labor market is definitely a short-run bandaid. By trying to subsidize dead industries here ... more

General Management

Economic Growth

Economic Stimulus Package

Aug. 17, 2011

John Carroll and 11 other people answered this question

Everyone's In Sales. Agree or disagree and why?

Whether your company is a small business or a large corporation, everyone who is a part of the organization is directly or indirectly responsible for driving and/or supporting sales, regardless of their job title.
Fostering a culture that fully embraces the belief that “everyone is ... more

General Management

Information Technology

Aug. 5, 2011

John Carroll and 11 other people answered this question

What sales book would you recommend and why?

Craig, here's my recommended readings list (in order), to help career sales people learn more about the various aspects of successful selling from the masters:
1. The Art of War by Sun Tzu.
2. How To Win Friends and Influence People by Dale Carnegie.
3. The Greatest Salesman ... more

June 27, 2011

John Carroll and 2 other people answered this question

What is the best way to get the most out of your sales department?

High performing sales people (and departments) are focused, energized and engaged. Several things that I would advocate to maintain the "buzz" include the following:
1. Weekly sales team meetings. Make them educational and informative, rich in content, and loaded with success stories and tips. The weekly ... more

Sales Department

Sales Management

June 27, 2011

John Carroll and 5 other people answered this question

Im having problems with my sales departments performance...any suggestions?

The sales leader needs to stay engaged with the sales reps in order to identify the root cause(s) of the sales departments performance challenges, and put the needed action plan in place to address the gaps.
As Brian pointed out, most sales performance problems can ... more

Sales Department

Sales Management

June 21, 2011

John Carroll recommends this answer by Jeff Molander

What metrics do you use to determine the effectiveness of your social media marketing activities?

The same that I use for "traditional" marketing strategies: SALES. Everything else is a bogus metric (ie. "engagement") unless it is part of a larger lead generation/nurturing process that results in a sale, new customer or re-purchase.
Forget about my opinion. Take it from Ogilvy!
http://www.youtube.com/watch?v=Br2KSsaTzUc
And ... more

May 30, 2011

John Carroll recommends this answer by Leon Thomas

What should U.S. business leaders do to restore confidence in America’s ability to compete globally?

In my opinion, this starts with US businesses working together with the administration to overhaul the corporate tax policies. We as a country are quick to say something needs done, yet everyone is aware there is over one trillion dollars subject to a 35% tax ... more

General Management

Global Business

May 30, 2011

John Carroll asked a question

Should the federal government offer incentives to U.S. companies to encourage domestic expansion?

General Management

Business Stimulus

Economic Development

Economic Growth

May 25, 2011

John Carroll and 15 other people answered this question

What are your tips for overcoming price objections from your prospects?

Lauren, the sales person should approach the price objection as an initial sign of interest on the part of the prospect, and an entry point in the negotiation to a closed sale.
My standard response to the price objection is “based on what”? At this ... more

Sales Management

May 18, 2011

John Carroll answered this question

How do you set quota for your people?

Dave, we have successfully utilized a top down, bottom up approach to quota setting in the past to help normalize market opportunities and balance risk.
The key factors to properly establish quotas using this methodology are: 1) realistic revenue assumptions during the strategic planning process ... more

Sales Management

May 17, 2011

John Carroll and 6 other people answered this question

What are the metrics that should be analyzed when effectively managing pipelines?

As Dave touched upon, you need to strike a balance between activity, conversions and results for effective pipeline management. The pipeline should consider sales motion in terms of # of dials, first calls (meetings), qualified opportunities, developed (proposals), closed sales projects, in-progress (implementation) and also ... more

Sales Management

May 11, 2011

John Carroll and 3 other people answered this question

Question for the Day: How can you circumvent the RFP process?

Dave's comments are right on track. Circumventing the RFP process indicates that you are late to the party and your odds of winning the bid are limited unless you are able to change the ground rules.
The keys to winning in an RFP process are first, ... more

Sales Management

May 2, 2011

John Carroll and 14 other people answered this question

Should sales and marketing have SLA’s between the two organizations? Why/why not?

SLA’s between two or more parties are intended to provide clarity in terms of accountability, roles and responsibilities, deliverables, timeframes and results. As has been so aptly pointed out, they don’t work effectively between departments internally. However, the spirit of a SLA can and should ... more

Marketing Department

Sales Department

April 12, 2011

John Carroll and 3 other people answered this question

What are some important things to consider when thinking about taking your company public?

Courtney, the points that Chris touches upon are all excellent and required to ensure success when taking a company public. My thoughts are a little more basic in terms of the building blocks for success.
First of all, you need great leaders at the top to ... more

April 12, 2011

John Carroll and 6 other people answered this question

How can SMBs collect payments faster without alienating customers?

Courtney, "the carrot always works better than the stick." As a general policy, I would be more inclined to provide a combination of price/discount incentives and special offers and terms to help mitigate the slow payment issue.
For example, the pricing incentives would include, but not ... more

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General Management

Sales Management

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