How To Be Hopeful In A Difficult Time
Last week the Wall Street Journal printed a series of articles around Navigating the Coronavirus. Their writers’ inspiring stories got me thinking about the ways we can grow while we…
The Right Time For You To Be Courageous
The fears crawling around our country today include those we find while we stay at home and those that stare back at us when we go out. In just the…
Viral Leadership: This Is What Happens When Leaders Show Up
What do you experience when you hear the word, “Cancer,” and it’s dreadful significance enters the life of a friend, colleague or family member? Do you socially distance yourself? Do…
How To Build A Great Team Culture
You hear it all the time in organizations these days, especially around firms trying to grow: “We realize that we are losing people to a competing firm with a better…
This Is What Happens When Someone Sells With Purpose
What’s the purpose of a salesperson? To sell widgets? To sell them above a magic number? Years ago I attended a luncheon and remember a speaker who had a dramatic…
The Optimistic Person Perseveres When Tested In A Trial
At present, I provide directional and moral support to someone who runs a 30 million dollar division of a national company. Many difficulties hammer his optimism as I watch him…
When You Watch Inexperienced People Die In A Storm
Being an excellent sales leader is not easy. It’s difficult. There’s a lot of pressure to get new people performing fast. And, how you begin with someone affects turnover –…
This Year Make Better Relationships Work For You
A few years ago, I was teaching sales reps the importance of listening to customers. We were discussing how focusing on someone else’s need and problems, before our own, builds…
What CEOs Worry About In Their Sales Force:
At a recent trade show I found myself eating breakfast at a table with two C-level executives. One was from the western US and was the CEO of a company…
10 Fundamentals For Coaching The Best Salespeople
Successful coaching begins with recruiting the best. Do the candidates you hire have what it takes? Are they self-motivated, honest and responsible? Do they like your products? Are they coachable?…