by .(JavaScript must be enabled to view this email address) | on August 18, 2010 | about Coaching, Attitudes, Beliefs & Inspiration | 
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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by .(JavaScript must be enabled to view this email address) | on July 29, 2010 | about Coaching, Attitudes, Beliefs & Inspiration |
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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by .(JavaScript must be enabled to view this email address) | on July 21, 2010 | about Coaching, Attitudes, Beliefs & Inspiration |
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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by .(JavaScript must be enabled to view this email address) | on July 10, 2010 | about Coaching, Attitudes, Beliefs & Inspiration, Recruiting |
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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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...
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by .(JavaScript must be enabled to view this email address) | on May 18, 2010 | about Coaching, Attitudes, Beliefs & Inspiration |
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 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...
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by .(JavaScript must be enabled to view this email address) | on May 09, 2010 | about Attitudes, Beliefs & Inspiration |
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...
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by .(JavaScript must be enabled to view this email address) | on April 29, 2010 | about Attitudes, Beliefs & Inspiration |
“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)
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Pray. I’ve got to start with this one - I do...
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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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by .(JavaScript must be enabled to view this email address) | on March 11, 2010 | about Coaching |
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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by .(JavaScript must be enabled to view this email address) | on December 23, 2009 | about Coaching, Attitudes, Beliefs & Inspiration |
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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by .(JavaScript must be enabled to view this email address) | on November 27, 2009 | about Coaching, Attitudes, Beliefs & Inspiration |
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 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...
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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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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...
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by .(JavaScript must be enabled to view this email address) | on March 13, 2009 | about Attitudes, Beliefs & Inspiration |
A few weeks ago, while listening to a favorite morning radio program, I was reminded of the impact on our thoughts in any economy. The talk show host was speaking with a guest about his views on the financial condition of our country. The discussion led into postulations about a depression. After quite a bit of speculation, the lines were...
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by .(JavaScript must be enabled to view this email address) | on February 06, 2009 | about Recruiting |
Imagine this picture. Turnover occurs - sometimes at an excessive rate. Sales managers work hard and struggle to find quality candidates for open sales positions. They place ads in local newspapers and get many responses. Some use Monster. Some use recruiters. However, many of their candidates come from people who cannot find a job anywhere...
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by .(JavaScript must be enabled to view this email address) | on January 29, 2009 | about Recruiting |
Companies need great sales managers. To find them, Sales VPs and business owners need to (1) know, in advance, the sales goals their managers will work to achieve. Sales managers assume responsibility for sales team goal achievement. And, it’s important to investigate their background for team achievement levels and to set clear...
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by .(JavaScript must be enabled to view this email address) | on January 09, 2009 | about Recruiting |
The sales assessment chosen for use in a recruiting process should:
1. Be scientifically validated for the position. The process and cost of validation, if any, should be included in the RFP. Validation documentation should be provided to company adminstator.
Explanation: Many companies and individuals marketing personality profiles...
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