The #1 and Most Important Thing Missing in Sales Leadership
Recently, I reached a major milestone in my golf game. I joined a group of 40 men playing golf on Thursday nights at a local country club. Each guy put…
3 Practical Ways to Boost Hope and Motivation in the People You Lead
Did you know that the word motivation was not a part of the lexicon until 1904, yet we know of the word hope from as far back as the Greek…
How to Help Sales Reps With a Successful Change to Consultative Sales
In the past two weeks, I’ve flown out to Houston twice to talk with the sales reps for Daikin Comfort Technologies North America—formerly known as Goodman Air Conditioning and Heating.…
How to Increase Optimism in the Salespeople on Your Team
Here are some recent headlines: Business Wire: Economic optimism continues to drop—the economic optimism index is now 38.1% … with above 50% being optimistic and below 50% pessimistic regarding their…
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…