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?…
How To Achieve Your Goals AND Strengthen Relationships
Recently, a young sales leader travelled several hours to spend the afternoon with me in Knoxville. Despite icy roads and the cold of the north winds, he arrived around noon.…
How To Get Helpful Advice From A Bell-Shaped Curve
I know you’ve been thinking about how to best coach the new rep. You want to do this well because you can’t afford to get them off to a poor…