Visioning, goal setting, action planning, and even revising systems of execution are staple fare this time of year, and I’ve written many articles touting the benefits of implementing all these practices. One aspect I’ve never explored, however, is the benefit of identifying an overarching theme, that once named, becomes the though-line of all your endeavors […]
Last week, I had the opportunity to work with a sales management team of a large client in Pennsylvania. The focus of my workshop was on how to build a world-class sales culture. Much of the time was spent on effective coaching and mentoring. I have to applaud this client since they were investing in […]
Growth doesn’t come when things are going smoothly. And in my experience, “transformative” (I know…I hate that word too…because it’s overused and over-hyped) growth is usually born out of struggle and sacrifice and a steadfast commitment to something that is hard and challenging. The reality is that most people avoid the one thing that gets […]
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 […]
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 […]
I work with a lot of sales leaders. Having been one in a previous life, I realize the challenges and the rewards that come with the job. I’ve commented many times in the past that managing salespeople is a bit like herding cats. On any given day, it can be exasperating and a bit challenging. […]
Over the years, I’ve seen people accomplish some amazing things: launch programs, start businesses, and even find ways to land 7-figure incomes. I’ve also observed some of the smartest people I’ve ever known hit a plateau in their business, and drive themselves crazy about it, running around in circles, burning their brain cells, frantically developing […]
