Coaching
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 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 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 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 December 30, 2008 | about Coaching, Attitudes, Beliefs & Inspiration |
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 19, 2008 | about Coaching, Attitudes, Beliefs & Inspiration |
“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, Attitudes, Beliefs & Inspiration |
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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by .(JavaScript must be enabled to view this email address) | on December 05, 2008 | about Coaching |
What’s a system? It’s a bunch of connected pieces which work together in an organized manner - one that produces a certain state. We cooperate or exist within systems in everyday life. Examples include solar systems, financial systems, and digestive systems. The purposes and proper functioning of these systems create an effect upon our...
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by .(JavaScript must be enabled to view this email address) | on November 27, 2008 | about Coaching, Attitudes, Beliefs & Inspiration |
In every field of endeavor, a philosophy (set of attitudes/beliefs) drives the system (people, processes, tools and skills). It affects the hearts of its listeners. It brings staying strength to action. It reinforces confidence in the system as THE structure to embrace for greatness . It puts purpose and meaning into work. It inspires.
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by .(JavaScript must be enabled to view this email address) | on November 18, 2008 | about Coaching, Attitudes, Beliefs & Inspiration |
How much do you aspire to make next year? 50,000, 100,000, 200,000??
For the sake of an example, let’s use 100,000. You can adjust the example for your situation. If you work 2000 hours a year (40 hours per week), you will earn $50 per hour. Every hour that completes itself contributes the most cherished component of a salesperson’s day...
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by .(JavaScript must be enabled to view this email address) | on November 07, 2008 | about Coaching, Attitudes, Beliefs & Inspiration, Recruiting |
When recruiting great salespeople, hire character first. And, do you know what character trait is more important than all the others? Honesty. Yes, honesty. The number one character trait to recruit for is honesty followed by hard work and personal responsibility.
Honesty is nonnegotiable and must be present for you, the coach, to turn...
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by .(JavaScript must be enabled to view this email address) | on October 10, 2008 | about Coaching |
Time is always flowing. It’s always getting away from us.
The other day my bride and I saw a rerun of a George Carlson standup. In his comedic routine, he did a few moments around this theme ... TIME. And, one thing he did was particularly funny. It was about the concept of NOW. He pointed out to the audience as only Mr. Carlson could...
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by .(JavaScript must be enabled to view this email address) | on September 30, 2008 | about Coaching |
When your peers watch you, they see you prospect like a machine. Nothing stops you from the hunt. As a result, prospecting consistency smoothes out the hills and the valleys of sales production. Your sales revenue rises and falls at an average equal to or above your goals.
When people look over your shoulder, they see a disciplined...
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