Be Real These 3 Ways and Win the Trust of Young Salespeople
6.8 million people have downloaded the app BeReal. Now, that’s a long way from the billion from TikTok and the billion with Instagram, but this week, the Wall Street Journal…
Why Do Amazing Sales Leaders Hold Their Mouths Just Right?
I remember this story very well. It’s still dark outside, and my grandfather wakes me up at 4:30 am. This was the day! We were going to Cherokee Dam about…
The #1 Hardest Thing to Do That Will Source Great Salespeople
Where do you find people who can sell what you sell at amazing levels and in a way that people will buy again and again? The number one frustration we…
The 3 Ways to Make the Coaching Conversation Powerful and a Life-Changing Experience
Begin this coaching conversation process by listening after well-thought out questions. Think of coaching as a discovery process of questions, summaries you make, additional questions, and “aha!” moments. Use numbers,…
The 5 Most Important Motives and Strategies for Coaching a Salesperson
I know you want to coach and mentor your people and for their sales and income to increase. I also know you want them to develop new habits that will…
The 3 Most Important Selection Areas When Recruiting Great Salespeople
When we book a vacation, we select where we will stay and what we will do while thinking about it from different perspectives – recreation, environment, dining, distance, time of year,…
Which Will Make You Better in Leadership Self-Esteem or Self-Control
When my grandson Jon was eight, I attended his basketball game. All of us wanted him to work hard and to do his best during the game. We wanted him…
The Emotional Intelligence That Will Make a Sales Rep Better
The Problem Emotional intelligence begins with a better understanding of one’s self, motivations, and personality type along with those of others. For example, the average salesperson, even sales leader, does…
Why a Good Ambition Will Matter the Most to Sales Leadership
What do you see sometimes when you look across at other dinner tables in a restaurant? Couples looking down at their cellphones, kids carrying digital devices that keep them “occupied.”…
How to Define Success and Win for a Longer Time
If a young player strikes out multiple times fighting hard at the plate against a good pitcher, is the kid a failure? What if you live during the depression, your…