When charged with growing and developing sales professionals, sales teams and creating new leaders, this is the help you need to stay current.
You can learn a lot about a sales team by looking at one real indicator: Their Leader Boards. Some teams have multiple boards taking up entire walls, some have outdated KPI lists in a back corner, and some teams “respect the salespeople’s privacy” and have none! The simple truth is Read more…
The thing about facts is they are still facts regardless of whether you believe them. Any given fact, however, is completely different from an individual’s Personal Truth. A personal truth is experienced-based knowledge/information that is a hard earned reality for that individual. If history and data shows that a product Read more…
To effectively lead a diverse team, you need to continually grow your skill set. With each promotion and new title comes more responsibility and more power. As you move up the ranks from leading a team to leading a region, a market group to an entire sales force, your effectiveness Read more…
Leading sales teams is a challenge in normal times. Leading sales teams in times of crisis is another animal altogether! From the 2008 Financial Meltdown to today’s COVID-19 crisis, leading sales teams effectively requires every bit of your emotional intelligence and more. Sales professionals are emotional beings wrapped inside of Read more…
Originally published on LinkedIn Pulse By all accounts, the past 18 months have been the most productive in my professional career. Among the highlights: 2 significant promotions, new and exciting projects and increased responsibilities. How did all this happen? 5 People! What changed in 2018 that made 2019 so productive? Read more…
It’s no secret that today’s retail customer has access to infinitely more information on products and services than ever before. Manufacturers, retail outlets and third party reviewers alike are creating an information landscape which is tilted in the consumer’s favor. A Google search for any product will yield pages and Read more…
I was doing a 1:1 training with a particularly reluctant client who was struggling with mattress sales. After some conversation and observation, it was painfully obvious that because she didn’t practice, she did not have a set way to move the clients through the selling process. Like a ship without Read more…
Recently I took on a new, very reluctant client. As the perennial top salesman in his region and one of the elite in his company, he came to me with a great deal of confidence and deserved pride about his production. His area VP of Sales recognized that this sales Read more…
Once upon a time, when people needed clothes they would make them. Over time a few people got very good at it and called themselves “tailors”. People would pay very good money for tailors to make custom clothes that fit their wants and needs. Eventually the sweatshop evolved and clothing Read more…
As 2018 winds down, I’d like to share a few of my favorite books from this year’s reading list. These 5 books are in no particular order, nor do they have a common theme. What they share is sharp, topical insight delivered exceptionally well! This reading list contains fiction and Read more…