Welcome to The Greatest Sales Leaders in the World - Coach the Best!™
This is an introduction to the transformative experience of becoming a better leader - a successful leader of people who sell. It’s an introduction to the disciplined training process that will, if you allow its shaping, make you more influential with those you hope to...
Welcome to The Greatest Sales Leaders in the World - Coach the Best!™
Five days a week he arrived home at 5:30 p.m. We could count on it. It was more than “like clockwork.” It was a sacramental occurrence in the same way that all of us take for granted that day and night will appear each morning and evening. Dad was always home at the appointed time.
The world ran on schedule until the day his heart stopped....Keep Reading
Last week the Wall Street Journal printed a series of articles around Navigating the Coronavirus. Their writers’ inspiring stories got me thinking about the ways we can grow while we help others during this conflict. And, as I was writing this, it occurred to me that the ways to be hopeful are endless - an infinite number of possibilities...Keep Reading
The fears crawling around our country today include those we find while we stay at home and those that stare back at us when we go out. In just the last few weeks, what lifts our present anxiousness has shifted to these:
- Having a loved one get the virus
- Losing a loved one to the virus
- Getting the virus
- Getting the virus and...
What do you experience when you hear the word, “Cancer,” and it’s dreadful significance enters the life of a friend, colleague or family member? Do you socially distance yourself? Do you wait for an “update?”
This is not an easy time with the virus hiding on our hands or on door knobs. It feels like a virtual hospital and we’re looking for...Keep Reading
If you recruit for salespeople, did you know that the
“evidence from more than 100 years of research indicates that conscientiousness is the most potent non-cognitive construct for occupational performance?”
Yes, that’s right - conscientiousness! This is how Dr. Wilmot, an Industrial-Organizational Psychologist at the University of...Keep Reading
You hear it all the time in organizations these days, especially around firms trying to grow:
“We realize that we are losing people to a competing firm with a better culture.”
“How can we build a better company-wide culture?”
“We MUST build a sales culture.”
“We know that we have to onboard better and convince new people to buy...Keep Reading
What’s the purpose of a salesperson? To sell widgets? To sell them above a magic number?
Years ago I attended a luncheon and remember a speaker who had a dramatic impact on my life. This man among other things had worked with drug and alcoholic dependent young people in Chattanooga, TN. When he worked with these teenagers, he would ask...
What does finding salespeople today, who can sell, have to do with Rudy?
In the movie, Rudy, a true and inspiring tory about Daniel “Rudy” Ruettiger, a boy hears from most everyone, including those who love him, that he is too small to play college football. Yet, he has a dream, an ambition to graduate and play for Notre Dame, one of the...Keep Reading
From Ulysses to Gandhi to Wonder Woman to Joan of Arc, these historic figures were known for legendary strength, leadership and courage. Each of them led the resistance or the battles against the enemy of their people. We admire the nobility of their cause. Whether mythological or real historical figures, we remember their stories as virtuous...Keep Reading
Yesterday we turned over big rocks on my farm. As they flipped, I watched my grandsons react to the worms and other creatures found in the dirt behind them. As I predicted, Max grabbed the creepy crawlers while Weston watched from behind his father’s leg where he had retreated.
It was easy to decide who would be the first to grab the slimy...Keep Reading
There is an old story that offers one explanation as to why the rich keep getting richer, and the poor stay poor. The story teaches, “To the ones who accept much responsibility and gain success through that responsibility, to them more responsibility and success will be given.”
When you prove that you can build something successful in times...Keep Reading
At present, I provide directional and moral support to someone who runs a 30 million dollar division of a national company. Many difficulties hammer his optimism as I watch him suffer through a strain on his faith.
After two months of installing changes, his division is down year over year. He looks incompetent when compared to his peers....Keep Reading
This What Happens When Character Multiplies Genetics!
For tremendous rewards in sales performance, which sales candidate do you want to hire from the three below?
- The smartest
- The most persuasive
- The one with highest integrity and conscientiousness toward getting things done for people
We would like to hire someone with all...Keep Reading
There are lots of simple and easy to administer assessments on the market. but very few of them are validated for high-activity sales professionals. In addition, they are not customized for both recruiting and coaching. In other words, they are not helpful for the broader needs of creating sales cultures that win. While scientifically...Keep Reading
Being an excellent sales leader is not easy. It’s difficult. There’s a lot of pressure to get new people performing fast. And, how you begin with someone affects turnover - even if they succeed. I know one large market within a company that loses 45% of their newly hired reps during training.
Research from Sirrus Decisions says that 49%...
If you are in charge of hiring salespeople, you may be feeling desperate.
Things have changed in the past couple of years. Previous top-to-bottom hiring strategies may have worked for you, especially after the crash of 2008. But not now.
It went like this:
- Advertise on job boards
- Get lots of prospects who are looking for...
Today, companies experience a complex economy with multiple product features and benefits to the customer. In this new age space, an essential part of sales success is the ability to learn fast and then to translate knowledge into an effective consultation. This leads to profitable sales and loyal customers who make smarter buying choices.
A few years ago, I was teaching sales reps the importance of listening to customers. We were discussing how focusing on someone else’s need and problems, before our own, builds loyal customer advocates and referrals. Then we turned to home and friendships and the culture around us and a young woman raised her hand.
I asked her to turn and...Keep Reading
At a recent trade show I found myself eating breakfast at a table with two C-level executives. One was from the western US and was the CEO of a company he had built from the ground up with his own hands. The other was president of a fairly large New York city firm ($200M) that is a leader in their industry.
As discussions swirled around...Keep Reading