How Terry Crews Will Make Us Think About the Power of Work
In May of this year, the Wall Street Journal published two articles about work. The first was titled “In This Economy, Getting Fired Takes Hard Work,” and it started with…
Which Brings People Lasting Success – Motivation or Inspiration
You arrive again at a familiar point in life. You are faced with evidence that says, “Learn something new, practice new skills, and change your habits.” We’ve all been there…
The 3 Attitudes of Great Sales Managers That Will Build Highly Spirited Teams
When I was 12, I was fortunate to play third base for a team that won the city championship. Before each game, you could hear and see the spirit of…
How to Help Your Salespeople Achieve Off-the-Grid Sales Success
According to Medical News Today, the notion that a person uses only 10% of their brain is a myth. fMRI scans show that even simple activities require almost all of…
Good People Will Fight to Make Helpful Standards
Standards – What are they? Why are they important to sales teams, sales managers and leaders? Why are they important to a society, family or person? Standards are accepted guidelines,…
How to Coach Salespeople to Listen Their Way to Great Sales
For several years, I taught interpersonal communications at the college level. And as an instructor, I would receive complimentary books written by important authors and communications experts trying to promote…
How Long Do Managers Coach Attitudes or Skills to Make Someone Better
Here’s the short answer to the important question: How Long Do Managers Coach Attitudes or Skills To Make Someone Better? You may decide, after identifying that it’s a character issue,…
5 Reasons Why to Use an Assessment When Selecting a Great Salesperson
Every day someone assesses you. They assess your threat, concern, and competence toward them and others. We can’t escape being assessed. That’s why our senses pick up someone new entering…
The 4 Nonnegotiable Character Traits in Great Salespeople You Hire
In the last thirty years, we’ve helped thousands of sales managers and business owners hire great salespeople and avoid mistakes. We’ve heard lots of horror stories about people who interview…
What Are the 7 Crucial Parts of the Perfect Sales Presentation
The other day I was roaming Costco for the standard stuff we buy there when I first heard, and then saw, the sales rep positioned behind his counter selling the…