In the Lumina work I do with teams, leaders and individuals, we look at 24 personality qualities. These are qualities that are a part of everyone’s personality. Qualities like “logical,” “cautious,” “spontaneous,” “sociable,” and others. We each have all of these qualities, they are all in our capacity with different preferences, which makes us the complex, unique individuals we are. …
In the work I do with sales teams and sales professionals, I’ve noticed that people often begin a description of their sales role as, “I’m accountable for…” instead of, “I’m responsible for…” I’d like to suggest that there’s a difference between “responsibility” and “accountability,” and I think understanding and internalizing that difference can contribute to improving your sales performance. Merriam-Webster…
In the Lumina work I do with teams, leaders and individuals, we look at 24 personality qualities. These are qualities that are a part of everyone’s personality. Qualities like “logical,” “cautious,” “spontaneous,” “sociable,” and others. We each have all of these traits, but to different degrees, which makes us the complex, unique individuals we are. This is the seventh in…
Champions are made in preparation. Olympic competitors train for years to prepare for their chance on the world stage. Professional athletes and competitors of all sorts train day in and day out to prepare for the next game or competition. Practice is the mother of all skill. The same goes for people who become champions in sales. They know that…
In the Lumina work I do with teams, leaders and individuals, we look at 24 personality traits. These are traits that are a part of everyone’s personality. Traits like “logical,” “cautious,” “spontaneous,” “sociable,” and others. We each have all of these traits, but to different degrees, which makes us the complex, unique individuals we are. This is the fourth in…
In the Lumina work I do with teams, leaders and individuals, we look at 24 personality traits. These are traits that are a part of everyone’s personality. Traits like “logical,” “cautious,” “spontaneous,” “sociable,” and others. We each have all of these traits, but to different degrees, which makes us the complex, unique individuals we are. This is the second in…
In the Lumina work I do with teams, leaders and individuals, we look at 24 personality traits. These are traits that are a part of everyone’s personality. Traits like “logical,” “cautious,” “spontaneous,” “sociable,” and others. We each have all of these traits, but to different degrees, which makes us the complex, unique individuals we are. This is the first in…
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…
I recently read Angela Duckworth’s book, Grit: The Power of Passion and Perseverance. In it, Duckworth states that high achievers attain success not necessarily because they’re the smartest people in the room, but because they have “a kind of ferocious determination.” They are “unusually resilient and hard working…and they know in a very, very deep way what it is they…
In sales, there are those who lead with their ego, and those who lead with intent. Those who lead with ego are focused on their personal goals: “winning the business…hitting quota…making club.” Those who lead with intent are focused instead on partnering with their client to achieve the client’s goals, address the client’s challenges, and meet the client’s needs. I…
