We’re always being encouraged not to quit. But not today. There’s one role I’d encourage you to walk away from right now: Your role as Chief Problem Solver.
Sales Coaching Isn’t About the Coach
It’s not about you. I wish I could make this statement and move on to the next topic, but I can’t. Not just yet. This one needs more attention. On a very basic level, there are two people involved in a coaching relationship: the coach and the person being coached. Although many managers know the… Read More
Staff Evaluations: Too Often, Too Late
The captain of every ship needs to continually check their coordinates to ensure their crew is traveling on the safest and most efficient path that will guide them to their desired destination. The same holds true for what every manager needs to do with their staff. Every company, regardless of size or industry, needs a… Read More
The Secret to Being Happy at Work and Home
Stressing over results is ruining your life. Do this instead. A Flawed Model for Success and Happiness “Once I make my quota, hit my number, close that sale, get that promotion, help that customer, have more money, solve that problem, THEN I’ll be really happy, satisfied and will finally feel successful!” Here’s a teaspoon of… Read More
This Manager Found a Top Salesperson Using This Email Simulation
How often do you and your salespeople use email throughout your sales process? Learn how to avoid hiring salespeople with the writing acumen of a five-year-old. The day starts like any other day. You open your inbox to check your emails. Maybe it’s from your boss or from the CEO of the company. Maybe it’s… Read More
What They Said Isn’t What You Think You Heard – How to Destroy or Improve Relationships, Coaching and Productivity
Do you really know what people mean when they say, “Success, coaching, difficult, call, or strategy?” You’re not speaking the same language when coaching or collaborating with co-workers and employees. Here’s the #1 cause of problems, strained relationships and unmet goals and what you can do to immediately eliminate it. Assumptive Communication in Action During… Read More
What’s Worse than Losing Your Keys, Wallet and Phone? This…
Consider the cost of losing your patience with your team, peers, customers and family. What if you never lose what you need most in sales & management? How would this impact your performance, attitude, stress and relationships? Here’s the secret to finding eternal patience, peace, and how you can double your team’s productivity. Where Did… Read More
When Being Good is Great
Sometimes a manager wants so much for their direct reports to be happy, successful and satisfied that they actually want more for their people than their people want or are ready for themselves. While coaching is about stretching and challenging someone to attain more than they would be able to on their own, sometimes what… Read More
Why are Salespeople Afraid to Sell? How to Overcome the FEAR of Selling and Prospecting in 5 Minutes
Does the idea of prospecting scare you? Are you a fearless salesperson or do you procrastinate the activities that will enable you to achieve your sales goals? Even if you’re hiding behind Social Media as your primary lead generation strategy, you eventually need to speak with every prospect! Here’s how to overcome sales and prospecting… Read More
Why Managers Can’t Develop Sales Champions and Improve Performance
What’s the evidence of developing someone’s mindset or skill set? A behavioral change? If you haven’t seen one, then it’s a safe bet that you, like most managers don’t truly know how to develop their team. Throwing an article or course at them isn’t the answer. There’s a big difference between sharing an observation and… Read More
Your Culture Sucks. 15 Questions To Assess Your Coaching Effectiveness and Company Ecosystem
We were ending the second day of my leadership coaching program in Beijing, China. As we began to debrief around the room, Pierre, one of the managers, paused to share a horrific experience he had just a week earlier. “I received some disturbing news from our corporate office. During last month’s quarterly senior leadership meeting,… Read More
Your Salespeople Hate Being Coached and Why Sales Managers Resist Coaching Them
There are many shared, best practices between sales coaching and selling. If the evolution of selling is coaching vs. closing customers, this also applies to how you manage and develop your team. Here’s how to break free of the most toxic of coaching tactics that kills team productivity and trust. Here’s a a global epidemic… Read More