Category: Coaching

You’ve Arrived: Now the Real Work Begins

When you’ve been on the path to achieving a leadership position – whether as President of the United States or manager of a sales team or leader of your kids’ PTA – the work doesn’t stop once you get there.  In fact, that’s when the real work begins.  It’s what you do after your arrival that counts. Or, to borrow…

Want to Do Better in Sales? The Skills Pay the Bills!

I am sometimes taken aback when I hear sales professionals say they have not read a book in some while.  For some, the excuse is tenure: “I’ve been in the business 20 years, what is there left to learn?” For others, it’s time: “I have too much to do to take time out for any personal development.” As if doing…

Effective Sales Leaders Know Their Eagles from Their Ducks

One of your most important roles as a sales leader is to know your people – their triggers, where they do their best work, what they are like when they are overextended, their personal goals, and their career goals. This helps you observe, notice, and coach them, as you decide the most appropriate roles/responsibilities for them on your sales team.…

Delusional Thinking in Sales

In the movie, “A Beautiful Mind,” Nobel prize winner John Nash (played by Russell Crowe) says in his acceptance speech, “my search for reason has taken me from the physical to the metaphysical to the delusional and back again.” The more I think about this statement, the more I realize that many of us – in any career – get…

What is a Selling Philosophical Misalignment?

In the professional development work I do with sales teams and sales leadership, I often hear statements like these from sales professionals:  “I’m trying to spend time with my client to strengthen and expand the relationship, but my boss wants me to spend time creating yet another version of the forecast.”  “I don’t feel like I’m getting enough coaching from…

Sales is Easy…Selling Easily is Hard

Last week a sales leader said to me, “I’ve got some pretty tenured sales people on my team. What do you recommend providing them around advanced selling skills? Things like advanced negotiating skills and advanced probing skills?” In my opinion, getting better at selling is not about learning advanced skills. Listening is listening. Negotiating is negotiating. Probing is probing. It’s…

Becoming a Black Belt in Empathy

Most of us recognize a “black belt” as a symbol of personal mastery in a particular skill – karate or Six Sigma or some other discipline. This got me thinking. Since it’s been said that empathy is the most important skill for the 21st Century, why not aspire to achieving a black belt in empathy? I did some research on…

Missing My Mentor – The Sage Who Dropped the Keys

The small man Builds cages for everyone He knows. While the sage, Who has to duck his head When the moon is low, Keeps dropping keys all night long For the Beautiful Rowdy Prisoners – Hafiz If you’ve been fortunate enough in your life to have benefited from the influence, the teachings, the support of a remarkable mentor, then you…

Rebooting Your Selling Approach

Do you ever have those days when your computer just isn’t working as fast and efficiently as it should? Your cursor is creeping across the screen and response time is at a snail pace? Your productivity suffers as a result of your computer being burdened with too many applications open at once, or a virus, or whatever. So what do…

Parlez-Vous New Sales Approach?

A few weeks ago my wife and I spent a week in Paris to celebrate our 20th wedding anniversary. If you’ve ever been to Paris, you know that it’s helpful to speak at least a little French. And we did. We said “Bonjour” and “Merci” and “Où se trouve le…(where is the…?)” in all the right places. We knew what…