Understanding Yourself to Better Connect with Others – EMPATHY

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…

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.…

Sales Through the Lens of a Tennis Ball and Baseball

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…

Science of Mind Business: Vendors and Trusted Advisors

“You get treated in life the way you teach people to treat you.” – Wayne Dyer I often think of this quote when a sales professional shares with me about how they are treated by their client: “The client doesn’t return my calls.” “The client doesn’t pay on time.” “The client is always questioning, demanding, putting up constraints.” So how…

What Fly Fishing Can Teach Us About Sales

I recently spent a wonderful week with my family in the historic town of Breckenridge, Colorado.  We went white water rafting, we hiked, we enjoyed the beautiful scenery together, and…my son and I made our very first attempts at fly fishing. As the fishing instructor described the techniques and optimal conditions to successfully catch a fish, I realized that fly…

Have You Earned Your Sales Base Salary Lately?

It’s amazing how many times I hear sales professionals say things like, “I don’t get paid enough to regularly update the CRM.” Or complain that they don’t have enough time to make outbound calls. Updating the CRM and making outbound calls are basic sales requirements, covered by your base sales salary. Base salary is defined as a “fixed amount of…

Sales Behaviors: The Trivial Many vs. the Vital Few

We’ve all heard of the 80-20 Rule, or Pareto Principle, which applies to many things in business and in life: 20% of your clients make up 80% of your revenue. You walk on 20% of your carpet 80% of the time.  Eighty percent of traffic jams happen on 20% of roads. You wear 20% of your clothes 80% of the…

Acting Against Your Best Interests in Sales

Acting against your best interests means you err because of ignorance or ineptitude.  Ignorance says we err because you only know partially what to do.  There are skyscrapers we do not know how to build, snowstorms we cannot predict, and heart attacks we still have not fully learned how to stop.  Ineptitude is when the knowledge exists, and yet we…