Welcome to The Greatest Sales Leaders in the World - Coach the Best!™
This is an introduction to the transformative experience of becoming a better leader - a successful leader of people who sell. It’s an introduction to the disciplined training process that will, if you allow its shaping, make you more influential with those you hope to...
Welcome to The Greatest Sales Leaders in the World - Coach the Best!™
Five days a week he arrived home at 5:30 p.m. We could count on it. It was more than “like clockwork.” It was a sacramental occurrence in the same way that all of us take for granted that day and night will appear each morning and evening. Dad was always home at the appointed time.
The world ran on schedule until the day his heart stopped....Keep Reading
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 help others during this conflict. And, as I was writing this, it occurred to me that the ways to be hopeful are endless - an infinite number of possibilities...Keep Reading
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 last few weeks, what lifts our present anxiousness has shifted to these:
- Having a loved one get the virus
- Losing a loved one to the virus
- Getting the virus
- Getting the virus and...
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 you wait for an “update?”
This is not an easy time with the virus hiding on our hands or on door knobs. It feels like a virtual hospital and we’re looking for...Keep Reading
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 impact on my life. This man among other things had worked with drug and alcoholic dependent young people in Chattanooga, TN. When he worked with these teenagers, he would ask...
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 suffer through a strain on his faith.
After two months of installing changes, his division is down year over year. He looks incompetent when compared to his peers....Keep Reading
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 - even if they succeed. I know one large market within a company that loses 45% of their newly hired reps during training.
Research from Sirrus Decisions says that 49%...
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 loyal customer advocates and referrals. Then we turned to home and friendships and the culture around us and a young woman raised her hand.
I asked her to turn and...Keep Reading
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? Do they have a concern for other people.
Can they sell at the right levels and in the right way? Will they sell?
Here are 10 fundamental...Keep Reading
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. Alan Eason, our Director of Marketing, and I went out to lunch with him. To protect his privacy, we’ll refer to this guy as Sam.
A very talented man, Sam told us...Keep Reading
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 start. Today, good people are just so hard to find.
But, what about the team. What happens when you’re given a team of new people, or you try to strategize how to increase the average, monthly team...Keep Reading
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.
That’s why after I help you recruit people who can sell, I want to teach you to coach them in the best way. I want to help you develop a sales culture of people who love to...Keep Reading
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 want to continue to face off for the truth, someone who seems to "know-it-all" and isn't performing but always has a "good" reason for low activity and poor sales numbers. Tom has an...Keep Reading
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 - our attitudes, skills and feelings, and from the outside - what the world throws at us and the people in it.
The best of us have experienced the “refiner’s...
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 his son for swinging, watching pitches and for hitting balls to the “wrong” places.
Perfection covered the field of play and unseen land mines were everywhere ready to explode...Keep Reading
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. In the outside world, people lose their jobs and terrorists drive trucks through crowds of people walking to a live concert. Anxiety travels with you as your move toward...Keep Reading
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 first instruction day is it important to watch a person swing before you begin teaching a lesson? Does it help to know your student’s objectives so you can customize their approach to the...Keep Reading
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. Business owners and Chief Operating Officers, especially in companies with a lot of products and market segments find themselves slicing up the pie...Keep Reading
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 is dishonest, lazy, irresponsible or selfish as a sales rep? What do you do when you absorb the financial impact of their actions? That depends.
Think of your coaching as...Keep Reading