Category: Sales Performance

A Change in Language Precedes a Change in Behavior

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…

Linking and Leveraging Science and Art to the Craft of Selling

The other day someone asked me whether I thought selling is more science or art. My response was that it’s both. The science part is the process, which involves your IQ. The art part has to do with how beautiful you do something like building and maintaining relationships, which involves your EQ (emotional intelligence). Actively linking and leveraging both the…

Client Meetings: Make the First 2 Minutes Count!

You’ve scheduled the meeting. You’ve done your research. You’ve created an agenda and a list of beyond-the-obvious questions. You’ve anticipated any questions you might be asked, and have thought about your responses. Before you head out to that meeting, though, there’s one more crucial thing you need to do: Plan how you will open the meeting. Why is this important?…

5 Must-Knows Before Your Client Call

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…

Understanding Yourself to Better Connect with Others – RELIABLE

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…

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…

Balancing Grit with Emotional Intelligence

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…

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.…