January 24, 2019 | about Coaching
Recently, a young sales leader travelled several hours to spend the afternoon with me in Knoxville. Despite icy roads and the cold of the north winds, he arrived around noon. Alan Eason, our Director of Marketing, and I went out to lunch with him. To protect his privacy, we’ll refer to this guy as Sam.
A very talented man, Sam told us...Keep Reading
January 22, 2019 | about Coaching
I know you’ve been thinking about how to best coach the new rep. You want to do this well because you can’t afford to get them off to a poor start. Today, good people are just so hard to find.
But, what about the team. What happens when you’re given a team of new people, or you try to strategize how to increase the average, monthly team...Keep Reading
January 07, 2019 | about Recruiting
When young baseball players are 12 and under, they will eat dirt if you tell them it will help them hit the ball. When they reach 13, it’s as if the “easy switch” turns on and they begin to look for the lazy way out of practice.
To be excellent at anything requires a conscientious effort to learn the best system to high competence.
January 07, 2019 | about Coaching
How do you prepare a brand new rep for success? If you’re like me, you’ve made tons of mistakes and lost thousands and thousands of dollars and many sleepless nights.
That’s why after I help you recruit people who can sell, I want to teach you to coach them in the best way. I want to help you develop a sales culture of people who love to...Keep Reading