I’ve donated a new website to the 57th Eagles Cancer Telethon

In 2010 I agreed to donate a new website to the Eagles Cancer Telethon. You can watch every minute of this years telethon live on the new website!

The telethon starts this Saturday, Jan 15th at 8:00 pm and runs for 24 hours ending on Sunday Jan 16th.

The telethon is a annual tradition in South Eastern Minnesota. Last year the 24 telethon raised $800,000 for cancer research at the Mayo Clinic, Hormel Institute and University of Minnesota! Each year hundreds of people come together volunteering their time and talents to make the telethon a success.

To everyone involved in the telethon I say thank you for all of your wonderful work.

You can access the new website at http://www.eaglescancertelethon.com . You can help make this years event even better than last year buy submitting a donation that helps fund cancer research.


The latest newsletter from MCC is out!

Thank you to all of our customers for a great 2010. Here is the latest newsletter from MCC, Salesforcehelp. Enjoy!

LinkedIn for Sales Teams

Social Media is really challenging for many people in B2B sales to understand. There are so many options knowing which channel of Social Media to focus your efforts makes the process even more difficult.

One channel of Social Media that we, MCC, feel is a clear winner for all B2B sales teams is LinkedIn. To help sales teams better comprehend what is possible with LinkedIn we created a new On Demand Sales training session.

In this session our goal is to educate B2B sales teams on:

  • Getting started on LinkedIn
  • Developing connection
  • Preparing your profile for recommendations
  • Leveraging LinkedIn to validate your business to prospects
  • Maintaining a healthy LinkedIn profile

Building a Web form in Salesforce.com and publishing it to your website.

If you’ve always wanted to use the web-to-lead feature of salesforce.com but might were to intimidated than this post is for you!

We made this little video to give salesforce.com users of all shapes and sizes a good idea of how incredibly easy it is to deploy a web-to-lead form on your company site.

Sales Expectations Vs. Goals

Expectations vs. GoalsSales goals are carrots created by salespeople and organization that everyone strives to meet. Typically goals are set higher than expectations.

Expectations are a list of measurable criteria and behavior policies creating a basic performance benchmark.

Goals and Expectations are unique from each other, they are not the same.


One of the best actions an organization can take to is to create a clear list of basic sales expectations.
This list should include the following:

  • Sales revenue
  • Start and Stop date to achieve revenue
  • Record keeping practices
  • Marketing actions
    • Calling
    • Partner development
    • Meetings
    • Sales presentations.

By implementing expectations everyone in the sales group has a clear benchmark of performance. Because sales management can be a fire drill new hires are often left to wonder. “Am I falling short, meeting, or exceeding expectations?”  Your list of expectation will allow them to see for themselves how they measure up.


Goal setting is an action for salespeople to look internally, placing the “bar” higher than the company expectations. Salespeople should set their goals so that they move well beyond basic company expectations. In addition to setting individual salesperson goals every sales group should develop an overall sales goal. Management needs to view goals as upside and expectations as must have levels of performance.

Company budgets should work off of expectations!

This means that you should never set goals and expectations at the same level. I look at expectations as my “Good Enough” watermark. When a salesperson meets expectations they earn the right to stay on the team! When a salesperson achieves their goal they receive a bonus.

When setting quotas (budgets) should you look at expectations or goals?

The only quota that matters to salespeople is the one they carry around in their head. This is the one which holds the amount of money and recognition they want to achieve in their own lives and is completely independent from anything the company publishes.

I find a good policy is to set sales quotas at your “Good enough” expectation level and then implement a commission plan that highly rewards salespeople that help your service bureau achieve the overall sales goals. Here is an example for a retail salesperson (50 and under employees focus.)

Sales Quota:

  • 120,000 Annual payroll sales
  • Quarterly quota 30 – 45K depending on quarter
  • Base Salary + XX% annual payroll revenue

Sales Goals  Bonus considerations: Quarterly Bonus Considerations

  • $100 for every  five opportunities developed by one business partner
  • $250 bonus for every $5000.00 sold above quarterly quota
  • $500 for adding five work comp clients
  • $500 for adding 10 HRanswerlink clients
  • $50 dollars for each demonstration hosted in our office

In developing a sales bonus program look beyond revenue and bring in overall business goals. The more services you deliver to customers the more likely it is they will not leave your service bureau. So, you should tie your sales expectations and bonus structure to drive sales habits which deliver more than just payroll business.

In summary expectations will keep everyone on task and leave no mistake as to who needs to “up” their game. Goals guide your team past expectations helping salespeople reach their full potential. Sales budgets should be set according to your service bureaus expectations with bonus gates/programs clearly defined rewarding salespeople that perform at a high level and deliver on company sales goals.

MCC partners with Jigsaw to deliver targeted sales

I am very excited to announce a new partnership for MCC, JigSaw. If you need customized, targeted lists or data appends that deliver results then you need Jigsaw.

JigSaw is allowing me to offer you a sample of 20 free contacts. To give JigSaw a try use the link below and be sure to enter the promo code of MCC


Jigsaw is an online directory of down-loadable Company profiles and more than 22 million business Contacts. Every Jigsaw business Contact is complete with hard-to-find direct dials, email addresses, and much more!

Don’t forget to use the promo code of MCC.

Have a great weekend!


WOW! Requested Meetings on the Salesforce.com Home Tab!!!

I love sending meeting requests through salesforce.com. When using the invite attendees link salesforce.com sends a nice clean email to my invited attendees. This email can be branded with your company logo and allows recipients to accept or decline the meeting. They can also submit comments relating to the meeting.

In the past I would have to go directly into the meeting event in salesforce.com to see the attendee status information and comments. This was always a bit of a pain because of the additional clicks required to view the information. Today I noticed a new tab displaying in the Event section of  my Salesforce.com Home Tab, Requested Meetings!

What this means is that the days of clicking to get to my invited attendees responses are a thing of the past. YES

View meeting request status in your HOME TAB!!!