Coaching
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,...
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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...
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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...
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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...
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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? ...
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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...
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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...
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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...
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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,...
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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...
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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...
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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...
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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...
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When we go to a restaurant, we expect the service and food to meet a certain standard. When we watch our favorite college sporting team, we expect a certain level of play; and, perhaps a certain win/loss record. When we live we do so at a certain standard of living. And, when we put on a belt or a piece of clothing, we have certain...
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“Please describe what happened in your last meeting with our customer Mr. Handy?” “How much time did you spend last week calling your leads for appointments?” “What networking strategies have you put into place?” What are your key activities for next week. When Misty asked you to help her last Tuesday, how did you respond?”
Confronting...
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It’s all about the people you coach - the people in your company - the people you serve - your customers, prospects, clients ... THEM. It’s not about you.
And, that’s not easy to remember, but it’s even more difficult to be this way. But, you can. You will.
When “what you do” becomes about you, you begin to stress, to fear, to take, to...
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by .(JavaScript must be enabled to view this email address) |
on December 09, 2008 |
about Coaching |
Sales managers coach poorly when exhibiting the following behaviors.
They ...
1. Throw new salespeople into a job without a well thought out training and ramp up process.
2. Do not help a salesperson develop a sales plan.
3. Do not care about their salespeople as individuals.
4. Focus on meeting budget numbers instead of achieving...
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What’s a system? It’s a bunch of connected pieces which work together in an organized manner - one that produces a certain state. We cooperate or exist within systems in everyday life. Examples include solar systems, financial systems, and digestive systems. The purposes and proper functioning of these systems create an effect upon our...
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In every field of endeavor, a philosophy (set of attitudes/beliefs) drives the system (people, processes, tools and skills). It affects the hearts of its listeners. It brings staying strength to action. It reinforces confidence in the system as THE structure to embrace for greatness . It puts purpose and meaning into work. It inspires.
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How much do you aspire to make next year? 50,000, 100,000, 200,000??
For the sake of an example, let’s use 100,000. You can adjust the example for your situation. If you work 2000 hours a year (40 hours per week), you will earn $50 per hour. Every hour that completes itself contributes the most cherished component of a salesperson’s day...
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