Many folks are on the fence about hiring a coach. Reasons for the hesitation are wide ranging. Is it worth the money? Does anyone really need a coach? What are the guaranteed benefits of hiring a coach? And the big question any hard-nosed, self-reliant, enterprising individual asks about coaching is this: “What can a coach […]
I work with some organizations that do a pretty good job at providing leadership training for their managers. Unfortunately, it is rare to see organizations do the same with their sales leadership team. While many leadership skills and ideas are transferable to sales, from my experience, there are special concerns and challenges that are different […]
During the summer, a drop in revenue (and income) happens to the best of us for a number of reasons: The spending budgets of your prospects are unavailable until the fall. Your most promising leads are on vacation. Your kids are home for summer break, and the precious time you’d otherwise spend generating business is […]
Fleeting…in the big scheme of things, that is an apt description of our lives. That point has been made abundantly clear to me in the past week. I got news that a friend from college died unexpectedly. Then two days later, another friend’s wife passed away. With the burden of loss, I’ve been giving extra […]
Hitting the wall is a universal experience, and anyone who works exceptionally hard, pushing towards a goal over an extended period of time, will eventually be faced with this seemingly-inexplicable phenomenon. It often shows up without warning. Your momentum suddenly comes to a grinding halt, and you find yourself uninspired, unmotivated, unfocused, anxious, bored, pissed […]
In Part 1 of this article, I asked you to do some serious self-reflection. The goal was to concentrate on the “who” and the “how” first. Who are you? And how do you currently employ your coaching duties? In other words, what do you bring to the table as a sales coach? If you were […]
I attended a sales conference recently, and a speaker was touting the notion that the root cause of inaction and hesitation in the sales process is fear. He passionately argued that when you’re reluctant to ask a prospect to buy from you, or when you procrastinate in making 4th and 5th follow-up calls to a […]
