What Sales Team Standards Do You Fight For?
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…
Do Real Salespeople Say “If, Can’t, Or Try?
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…
A Crushed Spirit Dries Up The Bones: Be Kind AND Direct
“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…
Sales Management – What’s Coaching All About?
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,…
13 Ways Sales Managers Coach Poorly
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…
Coaching The Best – The Sales System
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…