Tag: leadership

Developing Self-Awareness – Understanding “Radical”

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…

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…

Coming Into and Staying in Alignment with Clients

Sales professionals in meetings often ask me for insight as to why they lost a particular opportunity. After listening to their story, I typically start with the same question: “Were you in alignment with the client?” Being out of alignment with your client is like when the tires on your vehicle are out of alignment. You may still be moving…

Illuminating The Everyday and The Overextended Leader

Self-awareness, and knowing when to “tune up” and “tune down” your behaviors are essential to becoming an effective leader. When someone asks me “What makes a good leader? It immediately brings to mind a saying I learned long ago: Leadership is not about your position, it’s about your disposition. It’s not your role and title that make you a leader,…

Transitioning from Buddy to Boss

I recently met with a sales professional who had just been promoted to the manager of her team and wanted some advice on how to successfully transition from “buddy” to boss. This is a pretty typical scenario in most sales environments, and requires a shift in thinking for both the new manager and the team. For this manager, it meant…

When Intention and Perception are Not Aligned

When I work with teams and leaders on improving client relationships, I often hear examples of conversations where one person (the speaker) is absolutely sure of his or her intention and then surprised when the other person (the listener) totally misinterprets what was meant. This often happens in “crucial” conversations, where emotions run high and opinions vary, but can also…

The “R” in CRM is for Relationship

Sometimes, when no one is looking, sales professionals grumble about the time and effort it takes them to update client files in their CRM system. For many, having to routinely log client activity is perceived as a “big brother” exercise so sales managers can check up on them, enforce metrics, and make them push their sales opportunities through the pipeline…

You Can’t Boss “Want To”

There are three things in life I know you cannot boss. Love, passion and “want to.” When I ask sales managers about the improvements they’d like to see in their team, I often get answers like, “I want my sales professionals to call higher and wider within the companies they work with.” Or, “I want them to follow up more…