by .(JavaScript must be enabled to view this email address) |
on May 18, 2010 |
about Coaching |
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 Coaching |
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 Coaching |
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 Coaching |
“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)
-
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 |
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 |
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 Coaching |
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 in 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 Coaching |
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 Coaching |
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 Coaching |
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 Coaching |
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 Coaching |
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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by .(JavaScript must be enabled to view this email address) |
on December 30, 2008 |
about Coaching |
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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by .(JavaScript must be enabled to view this email address) |
on December 25, 2008 |
about Coaching |
Today, while traveling from Knoxville to Memphis for Christmas, my mother-in-law called us on her cell phone. Some of you are thinking that can’t be a good thing. Actually, I’m lucky it usually is a good thing. We are fortunate in several ways in our relationship. Smitty is in good health, she can out walk most women on a golf course half...
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by .(JavaScript must be enabled to view this email address) |
on December 19, 2008 |
about Coaching |
“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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by .(JavaScript must be enabled to view this email address) |
on December 12, 2008 |
about Coaching |
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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