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…
How To Prepare A Brand New Rep For Success
How do you prepare a brand new rep for success? If you’re like me, you’ve made tons of mistakes and lost thousands and thousands of dollars and many sleepless nights.…
This Is What Happens When You Hire The Uncoachable
Every work day you wake up early, grit your teeth, then travel toward your office with one name in mind, Tom – one salesperson in particular that you just don’t…
The Best Sales Leaders Refine Their People With Fire
We stumble – imperfect and unrefined people – as runners, sales reps, fathers and mothers. And life is tough – being successful is difficult. Obstacles face us from the inside…
How To Prepare Generation Z For Sales Success!
You hide under a counter with your teacher. Someone shoots some of your friends in another part of the school. You are so scared and afterwards you will never forget.…
How To Fear Success More Than Failure
I watched as a father walked his son from the baseball field to the car. The game had ended but the scolding continued. While play was underway, he had tongue-lashed…
The Best Way To Coach The New Salesperson
When you decide to take your family on vacation, does it matter what they think about the location? If you coach golf and you have a new student, on the…
Focus On Increasing These 2 Breakthrough Numbers
In baseball, people who love the technical parts of the sport obsess over numbers like on-base percentages, slugging percentages, batting average, strike out ratios, etc., and that’s just a few.…
“How To Coach A Salesperson You Do Not Trust!”
Have you ever employed someone with character faults? Of course you have because no one’s perfect. Right? But what do you do when you make a mistake and hire someone who…