by .(JavaScript must be enabled to view this email address) |
on September 28, 2011 |
about Coaching,
Knowing People |
... in a very special way - without judgement and with care and concern for their well-being.
We have many cultural changes affecting today’s sales forces. Religion and a commitment to a set of standards and moral values has decreased (see Barna statistics). This contributes to a loss in customer service values, honesty, hard work ethic,...
Keep Reading
Ok, before you lynch me for getting out of your comfort zone, give me a chance to explain. Children begin life with only a fear of heights. The world around them teaches them them to draw between the lines, not to touch things that are hot (many things are hot), to walk in a line with all the other kids, to be quiet, to keep their hands to...
Keep Reading
by .(JavaScript must be enabled to view this email address) |
on July 31, 2011 |
about Recruiting |
NUMBER ONE - RECRUIT CHARACTER FIRST ...
Look through these killers to change and performance improvements. Most of them have to do with attitudes and beliefs and what salespeople value - thing like extra effort, feeling and looking good, old routines, failure, self-discipline, hard work, pride in old skills, current achievement levels. ...
Keep Reading
The cheese is always moving. Just watch the newspapers! Even what happens in Greece can bring new challenges to America. Families change. Competitors change. Our bodies change. And, after a tornado leaves, even the landscape changes. We can walk outside our doors and not recognize the community we live in - just ask the folks in...
Keep Reading
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles
PART IV - CONTROL FREDDY
Control Freddy (our third sales leader extreme)
You and I - we are complex. Things motivate you that I don’t even care about. The salespeople we lead are the same - weird, different, unique, one-of-a-kind human beings. To lead them in a way...
Keep Reading
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles
PART III - PASSIVE PROCESS PETE
Passive Process Pete (our second sales leader extreme)
Here’s our second sales management style. Again, how do you relate to these tendencies? How are you different? What positive and negative habits appear for Passive Process Pete? ...
Keep Reading
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles
PART II - RAH-RAH SALLY
Rah, Rah Sally (our first sales leader extreme)
As you read about this sales management style, ask yourself, “Is this my strength area?” If so, what are my strengths and what are my weaknesses?
Rah-Rah Sally believes that everyone will work...
Keep Reading
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles
PART I - INTRODUCTION
Ok - What makes up a great sales leader? What did Jim Collins, author of Good to Great, discover about “Level 5 Leaders” - ones that lead companies to sustained growth, health, and profitability? Surprisingly, the traits mentioned were more about...
Keep Reading
by .(JavaScript must be enabled to view this email address) |
on May 24, 2010 |
about |
Over the last few days of vacation, I’ve seen a Delta stewardess speak with arrogance (an exaggerated display of one’s own importance) and a Grand Canyon bus driver shout instructions with anger. Their tones bordered on abuse. Their voices were harsh. Why? What was it that caused them to act irresponsibly toward those they had been asked...
Keep Reading
Have you ever wondered how Broadway professionals keep their performances from receding into stale repetitions of old lines? Night after night - matinees and evening performances ... How do actresses and actors keep displaying Tony award-winning acting and choreography - within the same old routines?
For several years, I performed each...
Keep Reading
by .(JavaScript must be enabled to view this email address) |
on May 15, 2010 |
about |
Yesterday, I was in a health foods store in Arizona - enjoying some R and R with my lovely bride and I began to think again about “The Power of Tone.” Louise was the cashier at checkout.
This is a beautiful part of our great country. I find an incredible strength and peace in the red rock formations. I’m sure the landscape doesn’t...
Keep Reading
This past week I flew Delta from Knoxville, TN to Savannah, Georgia. On the leg from Knoxville to Atlanta, I noticed the ‘tone’ of my stewardess - especially during the familiar “turn off all electronic devices.”
I could not get my computer turned off in time for her. And, as she passed by, she said with an arrogant tone and for those...
Keep Reading
“How can we refresh our sales strategies and activities to stay fresh, focused and motivated?” or, “How do we reinvigorate and re-energize ourselves in the face of adversity?”
Seven (7) Ways to Remain Fresh, Focused, Motivated, Invigorated, and Energized ... (in order of priority for me)
-
Pray. I’ve got to start with this one - I do...
Keep Reading
by .(JavaScript must be enabled to view this email address) |
on April 27, 2010 |
about Coaching |
Recently, Salman Sayed posted this question on LInkedIn ...
“What essential skills do you evaluate when hiring an external sales trainer?”
A great question. Just as there are sales reps who are misplaced in their professions - so there are misfitted sales trainers as well. I know many of you have experienced boring training sessions,...
Keep Reading
Last week Chuck Balcher (see his blog), on LinkedIn, offered this question to sales professionals.
“What’s it worth? “When selling your product or service, what is it worth to the person you are trying to sell it to?”
Years ago, Ron Willingham, author of Integrity Selling and a mentor of mine, said that there were 4 Dominant Buying...
Keep Reading
Be Better in 2010
“Winning Isn’t Everything, the Will to Win Is. ... I firmly believe that any man’s finest hour - his greatest fulfillment to all he holds dear - is that moment when he has to work his heart out in a good cause and he’s exhausted on the field of battle - victorious.” Vince Lombardi
Coach Lombardi, of the Green...
Keep Reading
As sales leaders, you are at the head of something - a team of salespeople. Their personalities are different. Their backgrounds are different. Their beliefs and attitudes are different. Their motivating desires are different. And, they have different levels of these things.
You have a job to do - get to a certain level of results...
Keep Reading
by .(JavaScript must be enabled to view this email address) |
on May 20, 2009 |
about |
Announcing Our Beta Release of Sales Activities
We’re pleased to announce our new sales management tool, Salesactivities.com is now ready for “beta” testing. If you’re willing to provide us feedback, we’ll give you 60 days free access to our new tool. Developed for and by high-sales activity performers, this tool helps manage your...
Keep Reading
by .(JavaScript must be enabled to view this email address) |
on May 07, 2009 |
about Coaching |
I had the following conversation with a sales team I was training a few days ago. The team was behind sales, revenue, and margin goals year-to-date.
Our conversation started with, “What’s the goal?” They asked, “The sales goal?” I nodded. They quickly and rather smugly announced the year’s sales’ goals by channel. Each channel was...
Keep Reading
by .(JavaScript must be enabled to view this email address) |
on March 23, 2009 |
about Recruiting |
It’s 5 a.m. and a sales manager, Jason, turns off the alarm as he rolls out of bed, hits the floor, and moves through the darkness for the bathroom. A typical start to a day. In the gym by 6:00. At the office by 7:30.
It’s the end of the month and the sales team is 85% of quota. Two open sales positions and lost sales revenue glare out...
Keep Reading
